Distil the real problem from the conversation account
Separates the prospect's stated request from the underlying real problem in call notes or transcript, naming the gap and forming a working hypothesis about whether and how the firm can help.
In / outDiscovery call notes or transcript → real-problem hypothesis + stated-vs-underlying gap analysis
You might say…
“What they asked for and what they actually need are rarely the same thing — this is where I find the real problem.”
What it does
Given notes or a transcript from the discovery call, separate the prospect's stated request from the underlying problem, name the gap between them, and form a working hypothesis about whether and how the firm could help. Used immediately after the call to convert raw conversation into a crisp problem statement.
Trigger: Use immediately after a discovery call when you have raw notes or a transcript and need to convert conversation into a crisp, actionable problem statement.
Recognise the problem?
The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.
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