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The Ultimate MSP Discovery Day Blueprint

When preparing for a successful MSP Discovery Day, it’s essential to focus on what you need to learn about your client. This is your chance to understand their challenges and goals better, allowing you to create a tailored proposal that meets their needs. Your preparation involves thorough research about their company and industry, which sets the stage for a fruitful conversation.


During the meeting, effective communication is key. You will want to ask open-ended questions that encourage the client to share insights. This not only helps you gather valuable information but also demonstrates your commitment to building a strong partnership.


By ensuring you're well-prepared and focused on the client's needs, you'll maximize the chances of a successful Discovery Day and pave the way for a positive future relationship.






Key Takeaways


  • Research the client’s industry and challenges before the meeting.

  • Ask open-ended questions to uncover valuable insights.

  • Prioritize building a partnership mindset throughout the Discovery Day.


Preparing for Discovery Day


Knowing the Client's Field


Before your meeting, take time to learn about the client's industry. Understand the common challenges they face and what tools their competitors might use. Basic research is crucial, as it helps you relate better to their needs.


Identifying the Client's Challenges


Discover the specific pain points for the client. Prepare questions that will encourage them to share their biggest technology issues. This information will guide your conversation and help you identify how your services can be of value.


Gathering Essential Tools


Pack the necessary tools for the meeting. Consider bringing items like a checklist for onboarding, a notepad for notes, and a device for documenting important details. A camera can also be useful to capture images of their setup, which aids in your follow-up discussions.


The Ultimate MSP Discovery Day

Confirming Meeting Details


Reach out to confirm the meeting time and expected duration. Set clear expectations about how long the conversation will last. Discuss whether others should join and gain permission to access critical areas, like server rooms. This preparation ensures you maximize your time during the Discovery Day.


The Role of MSP Discovery Day


Discovery Day is a key moment in the sales process. It’s your chance to truly connect with the client. To make a great impression, preparation is vital.


Before You Arrive:


  • Research the Company: Understand their industry, possible challenges, and existing technologies they may use. This helps you speak their language.

  • Gather Your Tools: Bring checklists, a notepad, and a network scanning tool if necessary. Using a tablet can be very effective for taking notes.

  • Coordinate with the Client: Confirm the meeting time and duration. It’s best to set the expectation for how long the meeting will last.


Starting the Meeting: When you arrive, greet your client warmly. State that the goal of the meeting is to determine if you are a good match for each other. Emphasize your interest in their growth and success.


Effective Questioning: Ask open-ended questions to encourage discussion. Some examples include:


  • What are your biggest technology challenges?

  • What are your growth plans for the next few years?

  • How do you currently use technology to support your goals?


Encouraging them to talk will help you gather valuable insights. Make sure to record the meeting if possible. This will aid you in remembering details and understanding their needs better.


Your goal is to explore their pain points while showing that you are invested in helping them succeed. An effective Discovery Day sets the stage for a strong partnership moving forward.


Conducting Research


Examining Competitors and Industry Solutions


To prepare for a successful discovery day, gather information about the company and its industry. This helps you identify potential challenges the client might face. Research what competitors are doing and what tools they are using. You should be aware of commonly used software and solutions in their field.


Important Areas to Investigate:


  • Key competitors in the industry

  • Common pain points faced by similar businesses

  • Technologies currently in use


This background knowledge allows you to tailor your approach and proposals to better meet the client's needs. Preparing efficiently will make you appear professional and invested in their success.

The Ultimate MSP Discovery Day


Discovery Day Checklist


  • Prepare for the Meeting


    • Research the company and its industry.

    • Understand common challenges in their field.

    • Learn about competitors' software and solutions.


  • Gather Essential Tools


    • Bring a notepad or tablet for notes.

    • Consider an onboarding checklist.

    • Have a network scanning tool ready if needed.

    • Use your phone camera to document infrastructure.


  • Coordinate with the Client


    • Confirm the date and time of the meeting.

    • Set expectations for the duration (typically 1 to 1.5 hours).

    • Ask if anyone else should join the meeting.

    • Request access to important areas like server rooms.


  • Start the Meeting


    • Introduce yourself and greet the client warmly.

    • State that the goal is to see if both parties are a good fit.

    • Encourage open questions from the client.


  • Ask Key Questions


    • Inquire about their biggest technology challenges.

    • Discuss growth plans for the next 1 to 5 years.

    • Explore how they use technology to meet business goals.

    • Use open-ended questions for deeper insights.


  • Capture Information


    • Record the conversation or take detailed notes.

    • Keep track of what works well and what needs improvement.


Following this checklist will help you conduct an effective Discovery Day and build a strong proposal for your potential client.


Crafting a Proposal


To create a winning proposal, you need to start with a solid Discovery Day. This is a critical part of the sales process where you gain valuable insights about your potential client. Your goal is to build a strong connection, gather essential information, and ultimately close the deal.


Preparation is Key


Before heading into Discovery Day, thorough preparation is essential. Research the client’s company and industry. Understand their possible pain points and what competitors might be doing with their technology. This information can guide your questions and conversations. Additionally, gather the right tools for the meeting:


  • Checklists: Bring onboarding or discovery day checklists to stay organized.

  • Notepad or Tablet: Use these for taking notes during discussions.

  • Network Scanning Tool: If needed, verify their network setup.

  • Camera: Use your phone's camera to document any important infrastructure visuals.


Coordinating with the Client


Communicate with the prospect ahead of time. Confirm the date, time, and expected duration for your meeting. Setting the right expectations helps avoid misunderstandings. For instance, if you estimate needing an hour and a half, communicate that clearly. Also, inquire if anyone else should join the meeting.


The Ultimate MSP Discovery Day

Initiating the Meeting


When you arrive, introduce yourself warmly. Start the conversation by explaining the purpose of the meeting. Say something like, "The goal of this meeting is to determine if we are a good fit for each other. We see this as a partnership focused on your growth and success."


Effective Questioning


Once the conversation starts, ask open-ended questions to uncover the client’s challenges and needs:


  • "What are your biggest technology challenges?"

  • "What are your growth plans for the next few years?"

  • "How do you currently use technology to achieve your business goals?"


Encourage them to speak and share their experiences, as this will provide you with crucial information. It’s important to listen actively. Consider recording the conversation, with their permission, to capture details you may want to revisit later.


By embracing this approach, you’ll position yourself favorably and lay the groundwork for a well-informed proposal that meets the client’s needs.


Establishing a Connection with the Client


To create a strong relationship with a client, start with a successful Discovery Day. This is your chance to learn about the client, demonstrate your value, and gather information to help close the deal. Preparation is key here.


Research the Client


Before the meeting, spend time researching the client’s company and industry. Understand their potential challenges and pain points. Knowing about their competitors and existing technologies will help you have more meaningful conversations.


Bring the Right Tools


Make sure you have the right tools for the meeting:


  • Checklists: Use onboarding or Discovery Day checklists to stay organized.

  • Note-taking Device: A tablet or notepad can help you document important information.

  • Camera: Use your phone's camera to take pictures of the client's infrastructure. This can be useful for reference later.


Coordinate Before the Meeting


Reach out to the client to confirm details. Discuss the date, time, and expected duration of the meeting. It’s better to set aside an hour and a half, even if you might finish early. You should also ask if anyone else needs to be present and request access to critical areas of their operations.

The Ultimate MSP Discovery Day

Start Strong


When you arrive, greet the client warmly and introduce yourself. Explain the purpose of the meeting clearly: you want to determine if both parties are a good fit for each other. Emphasize that your goal is to build a partnership focused on their growth and success.


Ask Open-Ended Questions


Once the meeting gets underway, start asking questions that allow the client to share their thoughts and concerns. Try these:


  • What are your biggest technology challenges?

  • What are your growth plans for the next one to five years?

  • How do you currently use technology to achieve your business goals?


Encourage them to discuss their experiences with technology instead of just answering yes or no. Your goal is to listen more than you speak.


Document Everything


Make sure to record the conversation if possible. This helps capture valuable insights and makes it easier to follow up later. Pay attention not just to what the client says but also to how they say it. This feedback will help you improve your future interactions.


Collecting Details for the Team


To have a successful Discovery Day, you need to gather a lot of useful information about your client. This event is critical for building a strong proposal and eventually securing the deal. Here's what you can do to prepare:


  1. Research the Company: Understand the industry and identify potential challenges they face. Knowing what other companies in their field are doing can also give you an edge.

  2. Bring the Right Tools: Use checklists or a notepad to stay organized. A tablet can be very useful for notes. Consider bringing a camera to document key infrastructure areas. Photos can help you remember important details later.

  3. Coordination Before the Meeting: Verify details such as the date and time. Clearly communicate how long the meeting will last. If you think it will take an hour and a half, let them know. Ask if there are other team members who should join the conversation.

  4. Set Expectations Upon Arrival: Begin the meeting by introducing yourself and explaining that the goal is to see if both sides are a good fit. Stress that this is a partnership and not just a transaction. Encourage them to ask questions to make the dialogue smooth and open.

  5. Ask Open-Ended Questions: Focus on questions that reveal their challenges. For example, ask about their biggest technology issues or their growth plans for the future. These questions will help you understand their needs and position your services effectively.

  6. Record the ConversationCapture the meeting using a recording tool if possible. This will help you remember key points and identify successes and areas for improvement in future meetings.


By preparing well and engaging effectively during your Discovery Day, you set the stage for a successful partnership.


Effective Questioning


Identifying Technology Challenges


Start by asking your client about their biggest technology problems. This question helps you find out their main pain points. Use open-ended questions to get more detailed answers. For example, instead of asking if they like their current technology, ask what they like most and what frustrates them. This will encourage them to share valuable information.


Discussing the Client's Growth Plans


Inquire about the client's growth goals for the next few years. Understanding their plans allows you to align your services with their needs. Ask questions like, "What are your business objectives for the next one to five years?" This can help you identify opportunities where you can provide support.


Evaluating Current Technology Use


Ask your client how they currently use technology to meet their business goals. This question uncovers how well their existing systems work for them. Listen closely to their answers, as they will provide insights into what might need improvement or replacement.



Documentation


Taking Notes and Pictures


To make the most of your Discovery Day, prepare to take notes and pictures. Bring tools like a notepad or a tablet to record important information. A camera is essential for documenting the client's infrastructure. Taking photos helps you remember details that might be overlooked during the meeting.


  • Checklist: Use an onboarding or Discovery Day checklist to stay organized.

  • Technology: Make sure your phone or device is ready for taking photos.

Accessing Critical Infrastructure

Before your meeting, it’s important to coordinate with the client. Confirm the meeting details, including the time and expected duration. Ask if anyone else should join or if you need access to specific areas, like server rooms. Being prepared helps you gather the information you need effectively.


  • Communication: Discuss expectations for time and participants.

  • Access: Ensure you have permission to explore critical infrastructure for a thorough evaluation.


The Ultimate MSP Discovery Day

Closing the Discovery Day


Confirming Partnership Fit


When you begin the discovery day, start by reaffirming the purpose of the meeting. Make it clear that your goal is to determine if your company is a suitable partner for them and vice versa. This is not just a transaction; it’s about building a relationship that supports their growth. Invite them to ask questions and express their needs during the discussion. This approach helps create an open and honest dialogue right from the start.


To gather valuable insights, ask them about their biggest technology challenges. You can also inquire about their growth plans over the next few years and how they currently use technology to achieve their business goals. Always aim for open-ended questions. This encourages the client to share more, which will provide you with crucial information to tailor your proposal.


Setting Next Steps


As the meeting wraps up, it's important to outline the next steps clearly. Ensure they understand what you will do after this meeting and how you will proceed. Discuss any follow-up actions, like sending a proposal or scheduling additional meetings.


Confirm the timeline. Let them know when they can expect to receive your materials and how to reach you for any additional questions. This helps keep the momentum going and shows your commitment to their success. Finally, thank them for their time and reaffirm your excitement about the potential partnership.




Follow-Up After Discovery


You need to make the most of your Discovery day. It's important because it sets the stage for building a strong relationship with the client. To do this, preparation is key.


  1. Do Your Research

    • Learn about the client’s industry.

    • Identify potential challenges they might face.

    • Find out what tools or systems they use compared to their competitors.

  2. Bring the Right Tools

    • Use checklists for onboarding and Discovery day tasks.

    • A notepad or tablet is helpful for taking notes.

    • Consider using a network scanning tool if necessary.

    • A camera is useful for documenting the infrastructure.

  3. Confirm the Details

    • Communicate with the client to confirm the date, time, and meeting length.

    • Set clear expectations about how long the meeting will take.

    • Ask if anyone else should be present during the meeting.

    • If needed, seek permission to access areas like server rooms.


When you arrive, introduce yourself and explain the meeting's purpose. Let them know that the goal is to find out if both parties are a good fit for each other. Reassure them that you are invested in their success.


Start the conversation by asking open-ended questions:


  • What are your biggest technology challenges?

  • What are your growth plans for the next few years?

  • How do you currently use technology to meet your business goals?


Make sure to listen actively. The client should do most of the talking. Recording the meeting can help you remember key details and improve your approach in the future. Taking these steps will help you build a positive relationship and set the foundation for effective collaboration.


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