Forward Deployed Discovery: Scoping, Value Framing and the Business Case Training Course

The majority of AI initiatives stall at the discovery stage rather than during implementation. Common pitfalls include selecting the incorrect workflow, failing to establish a baseline, or lacking consensus with budget holders on scope. This course approaches discovery as a rigorous engineering discipline, complete with defined artefacts, validation tests, and clear exit criteria. This ensures that the development team begins with a workflow genuinely worth automating and a value proposition already validated by the customer.

This live, instructor-led session (available online or onsite) is designed for forward deployed engineers, solution consultants, product owners, and presales engineers. It targets professionals who need to transform ambiguous customer requests into well-defined, funded engagements. The goal is to enable you to conduct structured discovery, prioritize use cases based on evidence, and craft a value case and scope that withstand financial scrutiny and delivery realities.

Upon completion, participants will be equipped to:

• Execute time-bound discovery processes that yield practical artefacts.
• Map out workflows, associated systems, and data limitations.
• Evaluate and rank use cases based on feasibility and value.
• Construct a compelling value case grounded in baselines, benefits, and robust assumptions.
• Draft a detailed engagement brief featuring stage gates and termination criteria.

Course Format

• Interactive lectures and facilitated discussions.
• Analysis of case studies and small-group workshops.
• Practical discovery interviews and artefact reviews within a simulated engagement.

Customization Options

• For tailored training needs, please contact us to make arrangements.