← CONSULTING KIT
DISCOVERY CALL
30 MINUTES · YOUR SCRIPT
BEFORE THE CALL
- Read their intake form. Know their stack and their pain.
- Have the rate card open. Know which package fits.
- One goal: leave with a scoped next step and a price.
0–5 · RAPPORT & FRAME
- "Tell me what you do and what prompted this call."
- Set the frame: "30 minutes — I want to understand the problem, and if I can help I'll tell you exactly what it costs. If I can't, I'll tell you that too."
5–15 · THE PAIN
- "Walk me through the last time it broke."
- "What's the scariest part of your infrastructure right now?"
- "What have you already tried?"
- Listen for: money on fire (downtime, breaches), team bottleneck, pre-launch fear.
15–25 · TECHNICAL DEEP DIVE
- Stack, deploy flow, environments, secrets, backups, monitoring — rapid-fire.
- "Who on your team owns deployments?" / "What happens when they're on vacation?"
- You're diagnosing out loud. Name 2–3 things you'd fix first. This is the audition.
25–30 · THE CLOSE
- "Here's what I'd do: [package]. That's [$X], delivered in [Y days]."
- "I'll send a proposal tonight. If the scope looks right, we start [date]."
- If they're hesitant: "What's the part you're unsure about?" — handle it, don't discount.
- Never leave without a next step and a date.
RED FLAGS — walk away
- Won't name a decision-maker. Won't share repo access for an audit. Wants you to "just look quickly" for free. Haggles the rate before hearing the scope.