Lesson 01 · Offer & discovery
Find the work worth paying for
“We need an AI strategy” can start a conversation. It does not yet tell you what to sell. Ask the customer for a recent example of work that was slow, difficult or unreliable. Find out who did it, which information they used and what happened next. You want to understand the process before you choose the tool.
Let’s say a logistics team answers shipment questions by checking several systems. A fluent answer is only useful if it uses the right shipment records and helps the customer finish the enquiry. Ask which questions take time, which errors matter and when someone must take over. A portal search or a change to the existing process may already be sufficient.
Now compare the alternatives fairly. Use the same customer questions, show the remaining human work and include the complete cost. Your partner may add a reliable connection, sector knowledge, training or continuing support. The customer needs to see why that work improves its result. A vendor badge can open the conversation, but the work gives the customer a reason to pay.
Check your reasoning.
Choose one answer for each question. You can retry; the explanation is part of the lesson.
Open the answer key
1. Ask for a recent example of the work and investigate the existing process.
The process tells you which information, users, errors and outcomes matter. Model selection comes after you understand the work.
2. The same customer questions, complete cost and remaining work for each option.
A fair comparison keeps the task and cost boundary consistent, including what the existing process does well.