# Discovery Call Guide — Qualification Framework

**Internal · PrismBase AI LLC**

Use this guide on every discovery call. If you cannot answer "yes" to the production commitment questions, decline or redirect.

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## Opening (2 min)

- Confirm attendee roles and decision authority
- Set expectation: honest assessment—even if that means "don't build this"

## Deploy or redirect (5 min)

| Question | Pass | Redirect |
|----------|------|----------|
| Is there a specific production outcome in mind? | Yes—named KPI | Vague "explore AI" |
| Is AI the right tool vs. rules, workflow, or data fixes? | TBD—audit in week 1 | Already decided on hype-driven approach |
| Is there budget for deployable output ($15k+ scoped)? | Yes or audit wedge | "Free POC" only |

**Redirect examples:** DB Optimizer audit ($2,500), assessment tool, honest "not yet" with prerequisites

## Metrics before models (5 min)

- What business KPI moves if this succeeds? (revenue, cost, risk, cycle time)
- How is it measured today?
- What baseline exists?

**Fail:** No metric, vanity accuracy target only

## Production timeline (5 min)

- When does production need to be live?
- Who owns deployment and operations after engagement?
- Existing MLOps / platform maturity?

**Fit:** 6–10 week scoped build with client engineering involvement  
**Poor fit:** 12-month transformation, 50+ stakeholders, no engineering counterpart

## Budget & engagement model (5 min)

| Model | Price | When to offer |
|-------|-------|---------------|
| DB Optimizer audit | $2,500 | Postgres pain, proof before big spend |
| Scoped project | From $15k | Clear KPI + 6–10 week deploy |
| Embedded retainer | From $25k/mo | Ongoing delivery + knowledge transfer |

## Close

- **Proceed:** Send SOW template + Production Deliverable Checklist reference
- **Nurture:** Assessment link, audit offer, follow-up in 30 days
- **Decline:** Refer to tier-1 if multi-BU global program; be explicit why

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## Red flags — decline or refer

- No production intent (POC / innovation theater only)
- Cannot commit KPI or timeline
- Expects pyramid team at boutique rates
- FedRAMP/SOC 2 certification as primary deliverable (refer specialist)