Background
The client discovery process for the Client involved several steps that could benefit from increased efficiency. Sales representatives often found themselves summarizing sales call transcripts manually, which took up valuable time. Project managers faced the challenge of mapping prospect needs to the organization’s capabilities, practices, and offerings in a streamlined manner. Additionally, there was a need for better organization of discovery documents to ensure tailored solutions.
Solution
To address these issues, the AI for Client Discovery project was initiated. The solution centered around an AI system named Leo, designed to enhance the client discovery process.
- Automated Summarization: Leo was equipped to automatically summarize key points from video sales call transcripts and other relevant collateral. This allowed sales representatives to quickly identify critical pain points and customer needs shared during conversations.
- Needs-Capabilities Mapping: The system mapped client needs to the organization’s capabilities, practices, and offerings, generating a comprehensive discovery document. This streamlined the creation of client proposals, SOWs, and impact-driven solutions for project managers.
- User-Friendly Interface: Leo featured an intuitive interface, enabling users to easily create, access, and review auto-generated discovery documents. This ensured the documents were accurate, well-organized, and aligned with the client’s needs.
- Continuous Improvement: The system was designed to allow for continuous feedback collection and improvement, adapting to changing client demands over time.
Outcomes
The implementation of Leo led to significant improvements in the client discovery process. Sales representatives experienced a reduction in the time spent summarizing call transcripts. Project managers benefited from streamlined proposal creation, and the entire team found value in the organized discovery documents. Overall, the project resulted in a more efficient and effective client discovery process, aligning with stakeholder needs and expectations.
