Successful advisory engagements begin with identifying business issues that matter to decision-makers. This course provides a structured framework for uncovering challenges, validating opportunities, and determining where advisory services can create measurable value.
Using the Discovery Roadmap framework, participants will learn how to conduct productive client conversations, connect insights to business outcomes, and guide discussions that reveal underlying challenges and growth opportunities. The course also introduces methods for evaluating stakeholder alignment, organizational readiness, and buying urgency while developing executive-ready problem statements that support internal decision-making. By the end of the course, participants will have a repeatable process for transforming client conversations into qualified advisory opportunities.
Publication Date: August 2026
Topics Covered
- Lesson 2.1: Deep Discovery
- Discovery Roadmap
- Current State, Building a Path, and Future State framework
- Reframing questions
- Gap identification
- ROI validation
- Buying group discovery
- Lesson 2.2: Problem Statements
- Five-element problem statement framework
- Frame, Data, Benchmark, Trajectory, Connection
- Narrative decay prevention
- Executive communication
- Benchmarking and urgency creation
- Strategic priority alignment
- Lesson 2.3: 60-Second Opportunity Review
- Reach, Effectiveness, Commitment model
- Buying Urgency Equation
- Portfolio management
- Opportunity prioritization
- Advisory pipeline discipline
- Decision-making frameworks
Learning Objectives
- Apply the Discovery Roadmap to surface high-impact business problems.
- Use reframing questions to deepen discovery conversations.
- Identify gaps between current business performance and desired outcomes.
- Document problems in language that resonates with executive decision-makers.
- Construct problem statements using the five-element framework.
- Quantify advisory opportunities using data, benchmarks, and ROI analysis.
- Evaluate stakeholder priorities and organizational buying dynamics.
- Score opportunities using Reach, Effectiveness, and Commitment factors.
- Apply the Buying Urgency Equation to assess advisory readiness.
- Prioritize advisory opportunities and determine where to invest resources.
Level
Basic
Instructional Method
Self-Study
NASBA Field of Study
Specialized Knowledge (1 hour)
Program Prerequisites
None
Advance Preparation
None
Instructor
Nate Nasralla
Nate Nasralla is a seasoned go-to-market advisor who has architected the complex selling motions behind major brands like OneStream, Autodesk, and many others. He's also a 2X software founder, 3X enterprise sales leader, and the bestselling author of the books Selling With and Brief & Brilliant. Currently living in Denver, Colorado, he loves laughing with his wife and kids, eating dark chocolate, and running the Rocky Mountains.