The playbook
Discovery Calls: Review Process
A useful discovery calls review ends with a supported decision for each item examined. Define the evidence required before opening the report: problem, impact, constraint, decision process. These fields give reviewers a shared basis for agreeing what is working, what needs attention, and who should act.
Put the task in context
Ask how the work is handled today, where it fails, what the consequences are, and how the buyer will judge improvement. Confirm who participates in the decision. Summarize the answers back before recommending a product or service.
Set the review boundary
Choose the records or journeys that matter to the current question. Include a normal case, a recently changed case, and an exception where available. This is a diagnostic sample, not a claim that every item has been checked. Record how the sample was selected and what would justify expanding it.
Use explicit review criteria
| Criterion | Review question |
|---|---|
| Ask about the current process and its consequences | Is the supporting problem current and traceable? |
| Clarify constraints stakeholders and timing | Does impact support the decision being made? |
| Summarize needs before proposing a solution | Can the next owner verify decision process? |
Inspect the evidence before assigning a result
For each item, compare the intended behavior with the observed behavior. Pay particular attention to presenting a demo before understanding the actual problem. If it appears, record where it occurs and which assumption it contradicts. Distinguish a verified defect from an unanswered question and from a preference about how the work should look.
Where the evidence supports the known correction, confirm the buyer's priorities and tailor the next conversation. Give that action to an accountable owner with a description of the expected result. If you cannot yet identify the cause, assign a diagnostic action rather than prescribing a speculative repair.
Record a decision that can be acted on
| Decision | When to use it |
|---|---|
| Keep | The current state serves the intended task and the evidence is adequate. |
| Revise | A specific gap is confirmed and the proposed action addresses it. |
| Investigate | Important information is missing or conflicting. |
| Retire or combine | The item has no distinct useful purpose in the current scope. |
Verify corrections and expand selectively
Recheck the affected customer or opportunity record after the owner completes the action. Then inspect other items sharing the relevant cause. A shared template, process rule, or data source may justify expanding the review. Similar wording or appearance alone is a weaker reason.
Turn the review into a decision summary
Summarize the affected scope, confirmed findings, actions, and open questions. Connect the findings to qualified discoveries with confirmed requirements using the same definition as the baseline. A good summary lets the responsible person decide what happens next without reading every working note.
Make communication preferences and conversation status visible to the responsible owner. An automated action should not continue blindly after a meaningful reply or a request to stop. Route uncertain cases to a person.
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