I'm in the process of fine-tuning a presentation/workshop we're conducting next Wed (details here). We're going to use the time to focus on the 'discovery process' in the sales cycle.
So, if you're an entrepreneur/freelancer/independent consultant, I'd be curious to know how you go about gathering the key details you need in order to figure out 1) the solution, 2) whether the client is winnable, and 3) whether it's a client you should win.
Do you have forms? Is there a particular process? Is it defined and documented? We'll be presenting some in the workshop, but would be curious to get other takes.