Consultation Call
During the Call
Once the call starts, you can use the following as a script. This isn't about exact words, but following the stages of the script and using your unique knowledge and authenticity impromptu.
Your keys for a successful call:
Always be honest - be clear, honest, and communicative.
Always be capturing - listen more than you speak, take thorough notes, as questions that will get you as much information as possible.
1) Greetings and intro
Make the client feel comfortable, tell a bit about yourself as part of Deep Skills.
2) Ask for context (15 mins max)
Your aim is to get the client talking as much as possible about their project and organization. Try to minimize what you say unless you're presenting, answering a specific question or understanding exactly how Deep Skill's offering fits in the conversation.
Here are some questions to get the conversation started:
What are you working on?
How is your organization currently designed?
Which tools are you currently using to coordinate your contributors?
Charlie: I often use the following line: "we can give a quick presentation on what we do, but the more we hear about how we can help, the better I can orientate the content".
Add deeper questions to clarify important points about their current stage:
Do you have clearly defined roles in your organization?
→ This is important because if they have defined roles, we will be able to summarize those and they can use the Deep Skills app right away. If not, we will have to help them design those roles.
Do they represent work that needs to be done on a recurrent basis - i.e. project-based or monthly? → Recurring work means that it will be easier for contributors to get onboarded (by working on different projects with
different experts) and the documentation will be more valuable.
Which are those roles? → Understanding the number of roles will help put together an adequate proposal.
Is the organization under pressure to scale any of those roles urgently? → If yes, we will have to give those roles priority.
How many experts currently fill a role and is there an overlapping time zone? → If there are multiple experts and they can all join a one-hour call, it will mean that we can conduct a workshop with everyone simultaneously, which will save time.
You can also add to this list of questions in your notes to make sure you get as much information as you can.
Make sure you make notes in the Client's Miro Board as you listen to the client!
You will later use your notes to understand their goals, advise them on a collaboration with Deep Skills, and create a proposal.
3) Present Deep Skills if the client has no context (4 mins max)
If the client hasn't heard of Deep Skills before and doesn't even exactly know what Deep Skills does, make sure you present the value points of Deep Skills. Here is a suggested process:
Briefly outline the core value of our service:
Our Deep Skills app helps scale an organization naturally.
(You can show the prototype or how the Deep Skills app looks at the moment, see details below)
Our work focuses on creating thorough onboarding documentation for DAO contributors.
This gives new contributors an understanding of the required work before they get involved.
Your internal team gains clarity over the exact requirements when screening and recruiting new contributors.
Writing this out will also give you full access to our Deep Skills app (see below)
Explain our process, ideally as you screen share case studies:
First, we gather all your existing written material and order it in a user-friendly way into a GitBook based documentation. This will include a Quick Start Guide, general and cultural guidelines, and other DAO-specific details. → You can show examples of the Quick Start Guide at this point
Next, we conduct interviews with several experts on your team. Either in a format of a single one-hour interview or a one-hour workshop with multiple experts, extracting the workflows for their roles. → Here you can show a Miro board with post-it's containing the skill of a previous team.
We then summarise the content from the interviews and add the roles to the GitBook. → At this point, you can show the workflow of a skill in a finished GitBook.
Optional: Introduce the Deep Skills app
The Deep Skills app is designed to coordinate new contributors without an HR department or additional management.
Present this prototype and mention that it shows the experience from the perspective of a contributor. Familiarise yourself with the clickable areas or watch this loom recording to see how Andrej presents it quickly.
An organization can create projects with very specific skills. They are not one-off bounties, but rather fully refined blocks of work.
In each project, a contributor applies not to the organization or project, but they immediately find the person on-the-job to apply for the specific work they are interested in. The expert then reviews all applications and chooses the one they prefer the most. This decision is extremely subjective and could be based on work history, current skills or personal relationships.
After they work together, there is a mutual feedback round and the project ends up on the profile of each of the workers, along with the successfully completed skill badges.
The app currently doesn't have web3 integrations but might feature NFTs or similar methods of portable on-chain credentials soon.
Optional: Introduce the Deep Skills reputation protocol
The reputation protocol will connect many reputation tools (like Deep Skills, Colony, Coordinape, Mazury, SourceCred,...) with each other and aims to create a network for reputation data. You can watch a detailed explanation in this update video.
On the left hand side you can see different repuatation data from different sources. On the right hand side are the organizations that will want to read out that data.
Currently the input data is very mixed and new sources will emerge. Our long term goal is to align all the sources and help them be part of a network - the decentralised protocol.
Reputation providers should get rewards for providing the data. DAOs and other verifiers of that data will pay less than standard recruitment fees to verify the skills of new contributors. End-users should have the ability to decide who gets to access their data.
4) Answer their questions and show detailed examples
If they have questions, note them down so you can cover them. Most often their questions can be answered by showing specific examples of a previous (similar) project, such as Deep Work.
5) Project cost
You can skip if already asked or the client gave context before. If you're unsure, clarify at this stage.
Ask if the client already has a budget for the work and make sure you remember how many skills/roles they need to make part of the documentation. If they don't really know, let them know our current pricing.
6) Tell them what happens next
After the call you will start preparing the proposal and calculating the cost. Both will be sent to their email.
"I've got everything I need to create a proposal and quote. I'll send it by email by [give realistic estimate with your current workload]"
Creating the proposal should take no more than two days - proposals have to be prioritised to give the client precise information as soon as possible. This should also reflect Deep Skills' agility and speed of work.
You can also give them an estimation of when the project is likely to start and the payment terms.
At that point you can say your goodbyes and thank-you's.
7) Collect Contact Information
Ask who the best point of contact will be for the proposal and collect the proper contact information. Ensure that this information is stored in the Client's Notion Page.
8) After the call
Write a debrief using the following Typeform to inform everyone else on Discord, if not the entire team was on the call. Then follow the steps logged in Proposal & Follow-Up.
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