DISCOVERY CALL CHECKLIST ======================== Disclaimer — not legal advice. This template is provided free of charge, as is and with no warranty of any kind, and using it creates no attorney-client relationship. It is jurisdiction-neutral: you are responsible for adapting it, for your own legal and tax compliance, and for having a qualified professional in your jurisdiction review it before you rely on it. Full terms: https://trycolo.co/terms-of-use Lead: [CONTACT NAME], [TITLE] at [COMPANY] | Source: [REFERRAL / WEBSITE / PLATFORM / OTHER] Call date / time: [DATE, TIME, TIMEZONE] | Length: [30] minutes | Format: [VIDEO / PHONE] Your goal for this call: understand the problem and decide together whether a proposal makes sense. ------------------------------------------------------------ 1. Before the call (15 minutes) ------------------------------- - [ ] Read the inquiry or intake form again: [KEY POINTS] - [ ] Review their website, product or service and recent news - [ ] Look up the person: role, how long at the company, shared contacts - [ ] Note how they found you and what they have already seen of your work - [ ] Prepare [2–3] relevant examples or case studies to mention if useful - [ ] Write your rough budget range for this type of project: [CURRENCY] [LOW] to [HIGH] - [ ] Send the calendar invite with the agenda below 2. Agenda (share at the start) ------------------------------ Time | Section --------- | -------------------------------------------------------------- 0–3 min | Introductions; confirm time available and the goal of the call 3–18 min | Their situation, goals and what success looks like 18–25 min | Scope, timeline, budget and decision process 25–30 min | Your approach in brief, questions, next steps ------------------------------------------------------------ 3. Questions ------------ Problem and context - [ ] What prompted you to look for help now? - [ ] What is the situation today, and what is not working? - [ ] Have you tried to solve this before? What happened? - [ ] What happens if you do nothing for the next six months? Goals and success - [ ] In six months, what would make this worth it? - [ ] How will you measure that? [METRIC] - [ ] Who are you reporting results to internally? Scope - [ ] What do you see as in scope? What is definitely out? - [ ] What do you already have (content, assets, systems, team) and what is missing? - [ ] Are there constraints: brand rules, technology, legal or compliance review? Timeline - [ ] Is there a date this must be done by? Why that date? - [ ] What happens if it slips? - [ ] Any holidays, launches or freezes on your side to plan around? Budget - [ ] "Projects like this usually fall between [LOW] and [HIGH] depending on scope. Where does that sit against what you had in mind?" - [ ] Is the budget approved, or does it still need sign-off? - [ ] Do you prefer a fixed fee, phased fee or ongoing monthly arrangement? Decision process - [ ] Who else is involved in deciding? Should they join the next conversation? - [ ] Are you speaking with other freelancers or agencies? - [ ] When do you plan to decide? - [ ] Does your company need a PO, supplier setup or its own contract? Fit - [ ] How do you like to work: communication channel, frequency of updates? - [ ] Who will give feedback and approve work day to day? ------------------------------------------------------------ 4. Notes -------- Topic | What they said ------------------- | -------------- Problem | [NOTES] Success measure | [NOTES] Scope in / out | [NOTES] Deadline and reason | [NOTES] Budget response | [NOTES] Decision-makers | [NAMES, ROLES] Competing options | [NOTES] Working style | [NOTES] 5. Red flags (tick any that apply) ---------------------------------- - [ ] Wants detailed ideas, a sample or spec work before paying - [ ] Budget well below range with no flexibility on scope - [ ] Decision-maker unknown or unwilling to join - [ ] Describes several previous freelancers as incompetent - [ ] Deadline unrealistic and fixed - [ ] Wants to start immediately but resists a deposit or contract - [ ] Scope keeps expanding during the call 6. Fit score ------------ Criterion | Score 1–3 ------------------------- | --------- Clear problem I can solve | [ ] Budget in range | [ ] Realistic timeline | [ ] Decision-maker engaged | [ ] Good working fit | [ ] Total (out of 15) | [ ] Rule of thumb: [12+] propose; [8–11] clarify first; under [8] decline politely. ------------------------------------------------------------ 7. After the call (within 24 hours) ----------------------------------- - [ ] Recap email sent with: what I heard, proposed approach in two or three lines, next step, proposal date - [ ] Proposal due date: [DATE] - [ ] Follow-up date if no reply: [DATE] - [ ] Next call booked with additional decision-makers: [DATE] - [ ] If not a fit: polite decline sent, with a referral where possible - [ ] Lead status updated: [PROPOSAL / NURTURE / DECLINED] Recap email outline Thanks for the time today, [NAME]. Here is what I heard: [PROBLEM], with success meaning [OUTCOME] by [DATE]. My suggested approach is [ONE OR TWO LINES]. Next step: I will send a proposal by [DATE]. If [OTHER DECISION-MAKER] should see it, let me know and I will include them. ------------------------------------------------------------ How to use this template 1. Do the pre-call research every time; it shortens the call and impresses the client. 2. Ask the budget and decision-maker questions on every call. 3. Take notes in the table so the proposal writes itself. 4. Send the recap within 24 hours, before writing the proposal. Template provided by Colo (trycolo.co). Not legal advice — review with a qualified professional in your jurisdiction.