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OWT DISCOVERY Peter Cohan FW - Coggle Diagram
OWT DISCOVERY
Peter Cohan FW
SL
Situation Slide
What are the main pain points or challenges?
Specific Capabilities What capabilities must a solution have to address these pains?
CBI What key business objectives or pressures are they facing?
linkedin.com/pulse/uncovering-critical-business-issues-what-why-how-peter-cohan
Delta What specific improvements or benefits do they expect?
Job Title (Role)
When must the solution be implemented or goals achieved?
https://www.presales-handbook.com/avada_portfolio/functional-discovery/
CBI QUERIES
"Why did you reach out to me in the first place? Are there specific goals or objectives that you need to achieve or that are at risk?"
"Help me understand, why is that a problem?"
"What does that cause? Why do you need to fill your pipeline?"
"But why is that important?"
"Now I understand. Your real issue is... Is that correct?
https://greatdemo.com/situation-slides-sales-and-presales-swiss-army-knife/
Queries
What are the key objectives or goals at risk in your wealth management division this quarter or year?
What specific challenges or pain points are preventing you from meeting those goals?
How are these problems currently impacting your operations, client satisfaction, or financial outcomes?
Who else in your organization is involved or affected by these challenges?
What would a successful resolution look like? What benefits or improvements would you expect?
How significant is the impact of these issues if they remain unresolved? Are there cost, compliance, or competitive risks?
What is the timeline or urgency for addressing these challenges?
What solutions or workarounds have you considered or tried so far?