Call Notes
Capture as you go. This is deliberately structured to match what the Agentic AI Opportunity Brief™ will ask for next — so nothing gets lost between the informal conversation and structured discovery.
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Company & person
1 — What leadership is trying to accomplish (in their words)
2 — The specific workflow, and the real example they gave
3 — Frequency, and what it costs them
4 — Value categories this lands in
5 — Possible solution category (category, never a tool)
6 — Sponsor, workflow owner, and who approves change
6b — Risks, constraints and red flags
7 — Agreed next step, with a date
Reflective summary (read this back to them before you finish)
Creating Curiosity Professionally
Curiosity is created by helping a prospect see their own business differently. It is not created by withholding useful information or manufacturing mystery — that reads as manipulation, and experienced buyers spot it instantly.
The Curiosity Formula
| Beat | What it does | Sounds like |
|---|---|---|
| Observation | Reflect something true you just heard. No judgement yet. | "It sounds like every new client creates a significant amount of coordination." |
| Question | Split the work into judgement versus predictable. | "Which parts of that coordination need judgement, and which are predictable?" |
| Reframe | Move the diagnosis from people to design. This is the moment they see it differently. | "The constraint may not be staff productivity. It may be how work is routed and coordinated." |
| Possibility | Describe a capability, not a product. | "There could be an intelligent workflow handling the standard path, involving the team only for exceptions." |
| Open loop | Name what remains unknown. This is what earns the second meeting. | "We'd need to map the workflow before knowing whether that creates enough value." |
Disciplined Incompleteness
Be generous with diagnosis. Be disciplined about design. The line below is the difference between a consultant and free labour.
| Give this away freely | Do not give this away |
|---|---|
| The type of opportunity you think exists | A complete solution architecture |
| The potential commercial value, in categories | Tool or platform selection |
| The next questions that actually matter | Detailed workflow design |
| A clearer summary of their problem than they had | An implementation plan or technical requirements |
| An honest read on readiness — including "not yet" | ROI projections without a baseline |
| One genuinely useful reframe | Unlimited troubleshooting |
The reflective summary — your strongest single move
A powerful consultant summarises the problem more clearly than the prospect just described it. That single act demonstrates diagnostic ability better than any explanation of technology.
"Let me make sure I understand. You have enough leads, but qualification and assignment depend on you. That delays response, creates inconsistent follow-up and limits visibility. The opportunity may be to redesign that decision process before adding more lead generation. Is that accurate?"
Permission-Based Depth
These phrases stop a diagnostic conversation from feeling like an interrogation. Use one before every step change.
Explaining Agentic AI Simply
The simpler your explanation, the more sophisticated you appear. Pick the one that fits who is in front of you, deliver it, then stop talking.
15 seconds — anyone
Agentic systems do more than generate content. They can interpret a situation, use company context, choose a bounded next action, work across tools, and involve a human when judgement or approval is required.
30 seconds — the business explanation
Traditional automation follows fixed rules. An Agentic system can apply context at selected decision points. The most useful business solutions usually combine reliable automation, company data, bounded AI reasoning and human oversight into one intelligent workflow.
The business owner
Think of it as giving the company additional execution capacity. The system handles the predictable work, interprets selected situations, and brings your people in where human judgement creates the most value.
The enterprise
The objective is governed execution capacity — intelligent systems operating with approved context, defined permissions, authority limits, monitoring and human escalation.
Never say these
Each one creates an unrealistic expectation that you will later be held to — and every one of them is a promise you cannot keep.
Where this conversation leads
Never jump from a networking conversation to an implementation proposal. Each level earns the next.
| Level | Step | What it establishes |
|---|---|---|
| 1 | Informal conversation | A potentially meaningful constraint exists. |
| 2 | Agentic Opportunity Conversation | Outcome, workflow, impact and readiness — this field card. |
| 3 | Agentic AI Opportunity Brief™ | An initial opportunity hypothesis and a recommended path. |
| 4 | Paid discovery or assessment | Validated workflow, baselines, context, stakeholders, risks, value. |
| 5 | Agentic Solution Blueprint | Future-state workflow, Human–Agent allocation, authority, exceptions, KPIs. |
| 6 | Pilot or implementation | Build, test and measure the selected capability. |