SPICED discovery preparation before the client call

Current operating model, organisational context, stated request, visible objectives or constraints, technology context and material changes where relevant.

“What is the business situation behind this conversation, and which part of it matters to you now?”

Which parts of that Situation are actually material to the buyer.

A credible mismatch between a decision the stakeholder needs to make and the current operating, information or technology environment.

“How are you handling this today, and where does the current approach become difficult?”

Whether the client experiences the issue as material Pain.

The business situation may make forecast quality, margin visibility, delivery capacity or management effort more consequential. A recent management change is only one possible reason.

“If this issue is real, where does it show up operationally or financially?”

The actual magnitude, baseline and business Impact.

Acquisitions, leadership changes, launches, regulation or other dated external events.

“Does this event create a real deadline internally, and what happens if nothing changes by then?”

Whether there is a genuine Critical Event in the buying process.

Likely affected functions, visible governance, current operating relationships and organisational changes where relevant.

“Who needs to be involved, what will they evaluate and what has to happen before a decision can be made?”

The actual decision criteria, decision-makers and buying sequence.