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

Often, the failure of AI initiatives stems not from the code itself, but from the discovery phase. Common pitfalls include selecting the wrong workflow, failing to establish a performance baseline, or lacking clear scope agreement with the stakeholders holding the budget. This training approaches discovery as a rigorous engineering discipline, defined by specific deliverables, validation tests, and clear exit criteria. This ensures that the build team begins with a process that genuinely warrants automation and a value proposition already validated by the customer.

This instructor-led, live training, available either online or onsite, is designed for forward deployed engineers, solution consultants, product owners, and presales engineers. These professionals need to transform vague customer requests into well-scoped, funded engagements. Participants will learn to conduct structured discovery, prioritize use cases based on evidence, and craft value cases and scope documents that hold up under scrutiny from finance and delivery teams.

Upon completing this training, participants will be equipped to:

• Execute a time-bound discovery process that yields actionable deliverables.
• Map out workflows, associated systems, and data constraints.
• Evaluate and rank use cases based on both feasibility and business value.
• Construct a value case grounded in baselines, projected benefits, and defensible assumptions.
• Draft a scoped engagement brief that includes stage gates and termination criteria.

Course Format

• Interactive lectures and group discussions.
• Case study analysis and collaborative small-group workshops.
• Simulated discovery interviews and review of deliverables within a mock engagement.

Course Customization

• To request a tailored training experience, please contact us to make arrangements.