Sf Client Discovery

SF Client Discovery

Generate structured, audience-appropriate discovery questions that uncover the real configuration pain points.

When to Use

• First client engagement (greenfields discovery)
• Pre-workshop preparation
• Expanding scope with an existing client
• Building a proposal or SOW
• Client has configuration issues but can't articulate them

Prerequisites

• Optional: previous scan results, tenant metadata summary, client briefing notes
• Knowledge of client's SF modules in use (EC, Compensation, Recruiting, etc.)
• Client context (size, countries, merger history, known pain points)

Workflow

Step 1: Load Context

If scan results exist, extract key themes to tailor questions. If no data, start with broad discovery categories.

Step 2: Generate Questions

Use the MCP assessment tool for config-debt-specific questions:

mcp__sf_config_debt_scanner__sf_assessment_questions(category="all")

Supplement with module-specific questions:

• Governance: Who owns config changes? Change approval process? Audit trail?
• Custom Fields: How many? Who creates them? Any field rationalisation done?
• Business Rules: Who writes and tests rules? Documentation? Rule conflict testing?
• Foundation Objects: How often are hierarchies updated? Who owns them?
• MDF: Custom objects in use? Who maintains them? Integration dependencies?
• Integrations: How many? Middleware? Error handling? Monitoring?

Step 3: Pain-Point Prioritisation

Ask the client to rank pain points. Use forced-choice questions:

• "If you could fix one thing about your SF setup tomorrow, what would it be?"
• "What takes your HRIS team the most time each week?"
• "What do users complain about most?"
• "What broke last time you made a config change?"

Step 4: Package Workshop Agenda

Produce a timed agenda:

• 15 min: context and goals
• 30 min: pain-point deep-dive
• 30 min: guided discovery (question bank)
• 15 min: executive debrief and next steps

Edge Cases

• Greenfields (never reviewed): stick to generic assessment questions; don't assume problems
• Post-migration review: focus on migration-specific pain points (data quality, missing fields, broken integrations)
• Multi-country rollout: adapt questions per country where config may diverge
• Post-merger consolidation: ask about both tenants separately, then consolidation plan
• Non-English client: generate questions in client's language
• Procurement/legal audience: strip technical detail; focus on risk, compliance, and cost

Common Pitfalls

1. Leading questions: "Your custom fields are out of control, right?" → "How do you manage custom field creation?"
2. Too many questions: 30+ questions overwhelm. Top 15, grouped by theme, with optional deep-dive sections.
3. No success definition: Always ask "what does a successful review look like?" early.
4. Technical jargon with non-technical audience: HR Directors don't know what MDF or OData means.
5. Not sending pre-read: Clients who see questions in advance give better answers. Include a 5-question pre-read.

Verification Checklist

• Questions categorised by governance area
• Pain-point prioritisation exercise included
• Success definition captured first
• Audience-appropriate language used
• Timed workshop agenda produced
• Pre-read questions prepared
• Next-steps decision tree included