What are effective IT Consulting discovery session practices?

A discovery session is a crucial step in any IT consulting project. It allows you to understand your client's needs, goals, challenges, and expectations, and to propose the best solutions for their problems. However, a discovery session is not just a meeting where you ask questions and take notes. It requires careful planning, preparation, execution, and follow-up to ensure a successful outcome. In this article, we will share some effective IT consulting discovery session practices that can help you deliver value to your clients and win more business.

1 Define the scope

Before you schedule a discovery session, you need to define the scope of the project and the objectives of the session. What are the main issues or opportunities that your client wants to address? What are the expected deliverables and outcomes? How long will the session last and who will attend? Having a clear scope will help you focus on the most relevant topics and avoid scope creep or confusion.

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2 Prepare your questions

A discovery session is not a one-way conversation. You need to ask open-ended, probing, and clarifying questions that can elicit meaningful insights from your client. You also need to listen actively and empathetically, and avoid making assumptions or judgments. To prepare your questions, you can use frameworks such as SMART (Specific, Measurable, Achievable, Relevant, and Time-bound) or SPIN (Situation, Problem, Implication, and Need-payoff) to structure your inquiry and identify the root causes, impacts, and benefits of the client's problem or opportunity.

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3 Use tools and techniques

A discovery session is not only about talking. You can also use tools and techniques to facilitate the discussion, capture the information, and visualize the solutions. For example, you can use whiteboards, sticky notes, diagrams, charts, or mind maps to organize and present your ideas. You can also use surveys, polls, quizzes, or games to engage your client and collect feedback. You can also use software tools such as Zoom, Miro, or Google Docs to collaborate online and share documents.

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Valeriana Colón, Ph.D.

Learning Scientist | Future-proofing orgs with IT process innovation
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Optimize IT consulting discovery sessions by leveraging tools and techniques. Employ collaborative platforms for interactive discussions and information sharing. Conduct surveys or interviews to gather comprehensive insights. Utilize visualization tools for conceptual clarity. Employ mind mapping to connect diverse ideas. Implement SWOT analysis for strategic planning. By integrating a diverse set of tools and techniques, IT consultants enhance engagement, promote creativity, and extract meaningful insights during discovery sessions, fostering a solid foundation for successful project outcomes.

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4 Summarize and confirm

At the end of the discovery session, you need to summarize and confirm what you have learned and agreed with your client. You can use a technique such as PAR (Problem, Action, Result) to recap the main points and highlight the value proposition of your solution. You can also ask your client to confirm their understanding and satisfaction with the session, and to provide any additional comments or questions. You can also thank your client for their time and participation, and set the next steps and expectations for the project.

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5 Follow up and document

After the discovery session, you need to follow up and document the results and outcomes of the session. You can send a thank-you email to your client, along with a summary of the session, a proposal for the project, and a timeline for the next steps. You can also ask your client for feedback on the session and their level of interest and commitment to the project. You can also document the session in a report or a presentation, using the tools and techniques you used during the session, and share it with your client and your team.

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Valeriana Colón, Ph.D.

Learning Scientist | Future-proofing orgs with IT process innovation
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In IT consulting discovery sessions, ensure effectiveness by prioritizing follow-up and documentation. Promptly summarize key findings, aligning them with client objectives. Document client concerns and expectations meticulously. Establish a clear action plan, detailing next steps and timelines. Regularly follow up to address evolving needs and provide updates. Comprehensive documentation and consistent follow-up not only strengthen client communication but also serve as valuable references for future project phases, enhancing the overall success of IT consulting discovery sessions.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Rajendra D.

Partner at INGROUP CONSULTING SERVICES LLP
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The process stated above is quite comprehensive and covers key aspects. I consistently follow the 4 Ds: define, discover, document, and deliver approach . However, in addition to the above, the most crucial aspect is understanding stakeholders (both distractors and doers). The key lies in comprehending the negative messages discussed during discovery. While frameworks are valuable, effective discovery requires connecting with people genuinely beforehand. Otherwise, you risk overlooking critical points and focusing on trivial issues.”

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Alex Laycy

Designing Swift, Effective & Sustainable Technology Solutions 🌿
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Make sure your audience and your goals match; for example, an engineering team (or engineering-focused set of individuals) in a discovery session will have different needs and expectations versus a sales team. Tailor your discovery session goals, agendas, tools and techniques to suit.

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What are effective IT Consulting discovery session practices?

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6

1 Define the scope

2 Prepare your questions

3 Use tools and techniques

4 Summarize and confirm

5 Follow up and document

6 Here’s what else to consider

IT Consulting

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What are effective IT Consulting discovery session practices?

1

2

3

4

5

6

1 Define the scope

2 Prepare your questions

3 Use tools and techniques

4 Summarize and confirm

5 Follow up and document

6 Here’s what else to consider

IT Consulting

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