The Importance of Discovery in Salesforce Projects

salesforce discovery Jun 10, 2024
The Importance of Discovery in Salesforce Projects

"I need a new heart. Don’t need any scans – Google is never wrong."

Before a #SalesforcePartner takes on a new client or project, it's essential to conduct a thorough discovery to understand the landscape. This helps assess whether:

🍩We can solve their problem.

🍩 We want to solve their problem.

Many ignore the second point. Not all organizations are ready for change and may have underlying issues that could be significant obstacles to success.

 

My controversial take: Discovery needs to happen, in some shape or form.

If a partner takes on a client or project without a formal discovery beyond rapid pre-sales templated questions, they won't unearth the Known Unknowns.

Whether you charge for discovery or absorb the cost, it will be paid either in 💰💰 or in the invisible form of blood, sweat, and tears as you navigate unseen landmines.

I see discovery as part of the sales process for implementation. If we do our job right, clients will want us to complete the job and ensure they survive and thrive, just like a successful heart transplant. (Don’t you just love my analogies??)

Otherwise, you'll end up with war stories of projects gone wrong due to inadequate discovery.

Do you have any horror stories? I have too many to count!

 

PS: To learn more, buy my book "Salesforce Discovery 101" on Amazon or click here to order online.