# Discovery Call Playbook

Use this playbook for early client discovery, qualification calls, needs assessment, and first-pass solution framing before proposal or sales collateral work begins.

## Trigger

Use when a client opportunity is still being defined and the main need is to capture goals, constraints, risks, budget posture, and next-step viability.

## Primary Roles

- Panglima
- Pawang
- Strategi Produk
- Strategi Jenama when positioning clarity matters
- Penggerak Pasaran when offer or GTM framing matters
- Penulis Cadangan if the call is expected to flow quickly into a proposal

## Workflow

1. Prepare
- Define what must be learned: problem, urgency, stakeholders, constraints, budget posture, timeline, and desired outcome
- Use `vault/templates/discovery-brief.md` as the working note

2. Capture
- Record facts, assumptions, and open questions separately
- Identify whether the opportunity is delivery, growth, support, product, or mixed-domain

3. Qualify
- Decide whether the need is clear enough for proposal writing
- Identify blockers, missing information, or mismatched expectations early

4. Route
- Product ambiguity -> Strategi Produk
- Message ambiguity -> Strategi Jenama
- Commercial packaging -> Penggerak Pasaran
- Deep technical unknowns -> Pawang plus relevant domain specialist
- Proposal next step -> Penulis Cadangan

5. Consolidate
- Summarize what is known, what is assumed, and what must be validated
- Recommend the next artifact: proposal, feature brief, campaign brief, or follow-up discovery

## Deliverables

- discovery brief
- opportunity summary
- open questions list
- recommended next step and owner