After searching the internet, asking your networks for referrals, and scouring social media, you’ve finally found someone or a team that you can see your organization working with.
Checking out their website, social media presence, and testimonials is the first step.
The next step is scheduling a “discovery call”.
A discovery call is an initial conversation you have to determine whether you will be a good fit. It’s an opportunity to do a deep dive into your project/event, and get a sense of what it would be like to work together.
I normally don’t go in completely unaware. For my process, prospective partners and clients fill out my questionnaire form. After I scan to make sure their project falls into my focus areas and what they’re looking for is something I can help with, and they pass my “do I actually want to work with them?” scan, I set up a discovery call, specifying this as a preliminary call to determine if we will be a good fit.
Of course, you won’t know what it’ll be like until you actually start working together, but you can look for red flags as well as see if they understand your vision. Here are some tips for prepping for your discovery call:
Come prepared knowing something about the consultant/partner
Knowing the consultant/partner has the skill set is the first step. Determine if they’re mission aligned with your organization’s based on the information that’s publicly available. Find out if their project portfolio includes organizations and projects that are similar to your organization. Can you see your organization in the projects this consultant/partner has worked on? If you were referred to them, ask the person(s) for their personal experience working with them or WHY they think you’d like working with them.
Bring up this information during the call, and highlight how this information shows you that you’re a good fit. Do your homework.
Be prepared to explain your organizational culture
As consultants and partners, we’re juggling multiple projects with client/partner organizations with (in some cases) vastly different organizational cultures. Understanding this upfront gives transparency into how they may play out when working with you. Will the consultant/partner be expected to report to you or to other staff? Will their work be viewed only by you, or is it expected to involved multiple people? If you’re not the primary leadership decision maker, are decisions easily made, or will recommendations be met with pushback from moving forward?
Know what you can offer the consultant/partner (besides payment)
Consultants and partners not only want to get paid, they also want to enjoy the experience of working with a client/partner. Outside of payment, what will this consultant/partner get out of working with you? What will they have access to? After the project is over, can they expect future work, access to your networks, a great testimonial, or even you letting them know how things are going since working together?
Focusing solely on deliverables and deadlines overshadows the overall experience.
Ask about process, as well as outcomes
Not all consultants/partners will have a client questionnaire available to fill out. If this is the case, then you should have a discussion on outcomes/deliverables and your expectations.
Also, think about process. Do you expect weekly calls or emails, or will this flexible depending on where you are in the project? Do you anticipate the consultant/partner engaging with your staff, and if so, does your staff have the capacity for this? Do you expect to have an agenda outlined in advance of meetings? What will be the frequency of their invoicing?
Key takeaway
Preparing for your discovery call should be a relaxing conversation. Don’t overthink it, yet be prepared. And if you forget to ask something, be sure to follow up in your thank you email.
Raise Your Voice: How do you prep for discovery calls with prospective consultants or partners? Share below in the comments section.
