The question that wasn’t on the agenda
Discovery sessions have a rhythm, and the most valuable question is often the one that was never on the agenda. Why discovery is built to find it.
The right question changes everything
Drawing on Hal Gregersen's research on leaders who see disruption coming, one discovery question that consistently surfaces something new with advisory partners.
The meeting designed not to be a pitch
Most firms think about who needs to be in a partner meeting; fewer think about who shouldn't be. Designing a discovery meeting that is explicitly not a pitch.
The illusion of alignment
Why long-standing advisor relationships often rest on assumption rather than discovery, and how one 'we're in most of their proposals' moment (they were missing over half) became the origin of Know Your Channel™.