Files / agent-outputs/revenue/discovery-workshop-pack.md

🔬 R3: Value10x AI — Executive Discovery Workshop Pack

Generated: March 2026 Format: 60-minute in-person or video call session Goal: Surface the prospect's R2.9M pain, build trust, and naturally lead to a Custom Growth Analysis

PRE-WORKSHOP CHECKLIST (Munya does this 24 hours before)

WORKSHOP AGENDA (60 Minutes)

Time Section Purpose
0:00–0:05 Welcome + Frame Set the tone: this is a diagnostic, not a sales call
0:05–0:20 Their World: Business Discovery Understand their operation, team, and current tools
0:20–0:35 Pain Mapping: The Revenue Leak Audit Surface the 3 leaks (after-hours, manual admin, system inefficiency)
0:35–0:45 Live ROI Calculation Run the calculator in real-time with their actual numbers
0:45–0:55 Solution Fit + Proof Points Show how AI Employees solve their specific leaks — with Fixxr proof
0:55–1:00 Next Step Agreement Book the Custom Growth Analysis (48hr)

SECTION 1: WELCOME + FRAME (0:00–0:05)

Script:

"Thanks for making the time, [First Name]. I want to be upfront about what this session is and isn't. This is not a sales pitch. I'm going to ask you a lot of questions about how your business operates, and by the end, we'll have a clear picture of where you're leaking revenue and what fixing it would be worth. If the numbers make sense, I'll tell you. If they don't, I'll tell you that too. Sound fair?"

Goal: Establish trust. Position Munya as a diagnostician, not a salesperson.

SECTION 2: BUSINESS DISCOVERY (0:05–0:20)

Opening:

"Before I show you anything, I want to understand your business. Tell me about [Company Name] — what do you do, how does the money flow, and what does a typical week look like for you and your team?"

Let them talk for 3–4 minutes. Take notes.

Follow-up probes (pick 3–4 relevant ones):

SECTION 3: PAIN MAPPING — THE REVENUE LEAK AUDIT (0:20–0:35)

Frame it: "I want to take you through what we call a Revenue Leak Audit. Most businesses we work with in SA are losing money in three specific places — and most don't realise how much until we put numbers to it. I'll ask you 10 questions, and then we'll add it up."

THE 10 DISCOVERY QUESTIONS

Ask these conversationally — not as a checklist. Follow curiosity, not the order.

LEAK 1: MISSED AFTER-HOURS REVENUE

Q1: After-hours lead capture

"When a potential client tries to reach you outside business hours — evening, weekend, public holiday — what happens? Where do those enquiries go?"

Listen for: voicemail, "they call back in the morning," WhatsApp that gets checked inconsistently, website contact form that sits unread.

Pain amplifier if needed:

"What percentage of your enquiries do you think come in after 5pm or on weekends? In most [industry] businesses in SA, it's 30–40%."

Q2: Response time

"When you do get an enquiry, what's your typical response time? And do you know what your conversion rate looks like from enquiry to paid client?"

Listen for: "We try to get back within the day," "sometimes it takes a day or two," "we're not really tracking that."

Pain amplifier:

"Research shows that leads contacted within 5 minutes are 21x more likely to convert than those contacted after 30 minutes. In SA, most SMBs respond within hours or days — that gap is where money goes."

Q3: Lost deals you know about

"Off the top of your head — in the last month, can you think of a client you lost or a deal that didn't close that you believe was yours to win? What happened?"

Listen for: "They went with someone else," "they stopped responding," "we couldn't reach them back."

LEAK 2: MANUAL ADMIN WASTE

Q4: Manual hours per week

"Roughly how many hours per week does your team spend on tasks that are repetitive and administrative — things like scheduling, document chasing, data entry, status updates, answering the same questions repeatedly?"

Listen for: "Too many," "at least half their time," specific numbers.

Pain amplifier:

"In our experience, most [industry] businesses in SA lose 15–25 hours per employee per week to manual admin. At a fully-loaded cost of R25–35K/month per employee, that's R12–17K/month of labour doing things that could be automated."

Q5: Staff costs vs value of their time

"What's the all-in monthly cost of your admin or support staff — salary, UIF, PAYE, benefits? And what's the highest-value work they could be doing instead of the admin?"

Listen for: actual numbers (gold), rough ranges, frustration at the question.

Q6: Error rate and rework

"When things go wrong operationally — a missed appointment, a double-booking, a document that didn't get sent — how much time does fixing it take? And how often does it happen?"

Listen for: "More than I'd like," specific recurring issues, client complaints.

LEAK 3: SYSTEM INEFFICIENCY

Q7: Tool fragmentation

"Walk me through your tech stack — what systems do you use for CRM, scheduling, invoicing, client communication? Do they talk to each other or do people have to copy information between them?"

Listen for: 3+ disconnected tools, manual bridging, "we have to re-enter things," Excel as the source of truth.

Q8: Client communication overhead

"How much time does your team spend on reactive client communication — answering status queries, sending updates, chasing approvals or documents?"

Listen for: "It's a lot," "that's basically what [person] does all day," specific tasks.

Q9: The bottleneck

"If your business doubled in revenue tomorrow, what would break first?"

Listen for: "We'd need to hire more people," "the admin would kill us," "our systems couldn't handle it."

This is a key insight: it reveals whether their bottleneck is human capacity (AI Employee directly solves) or something else.

Q10: The dream state

"If all the admin and after-hours gaps were handled — and your team could focus 100% on [clients/growth/the work they love] — what would that be worth to the business in the next 12 months?"

Listen for: "We'd double revenue," "I could finally [hire/expand/take a holiday]," specific revenue targets.

This is the anchor for the ROI conversation.

SECTION 4: LIVE ROI CALCULATION (0:35–0:45)

Frame it: "Let me show you what I'm hearing in numbers. This isn't a back-of-napkin guess — it's the same model we use with every client."

Share screen / show calculator. Fill in their actual numbers from the conversation.

ROI CALCULATOR TEMPLATE

INPUT PANEL (fill in with prospect's real numbers)

Input Prospect's Numbers Benchmark (if unknown)
Number of employees ___ —
Average monthly salary (all-in, incl. UIF/PAYE/benefits) R___ R25,000 🔄
Hours per week per employee spent on admin tasks ___ hrs 15 hrs 🔄
Number of after-hours enquiries per week (estimate) ___ 5 🔄
Average value of a new client (once-off or monthly) R___ R5,000 🔄
Current conversion rate from enquiry to client (%) ___% 25% 🔄
Number of no-shows or missed appointments per week ___ 3 🔄
Average revenue per appointment/job R___ R1,500 🔄

CALCULATION ENGINE

LEAK 1: After-Hours Revenue Loss

After-hours enquiries/week × 52 weeks = Annual after-hours enquiries
× Current conversion rate = Deals you're closing from after-hours
× (1 – current conversion rate) = Enquiries you're LOSING after hours
× Average client value = Annual after-hours revenue loss

Example (benchmarks): 5 × 52 = 260 enquiries
260 × 25% conversion = 65 clients closed
260 × 75% = 195 enquiries lost
195 × R5,000 = R975,000 lost annually

AI Employee impact: Capture 70% of missed after-hours enquiries → +R682,500 recovered 🔄

LEAK 2: Manual Admin Waste

Employees × admin hours/week × 52 = Annual admin hours
Annual admin hours × hourly cost = Annual cost of admin labour

Hourly cost = Monthly salary ÷ 160 hours

Example: 5 staff × 15 hrs × 52 = 3,900 hrs/year
Hourly cost: R25,000 ÷ 160 = R156/hr
3,900 × R156 = R608,400/year in admin labour

AI Employee impact: Automate 60% of admin tasks → R365,040 recovered 🔄

LEAK 3: No-Show / Missed Appointment Loss

No-shows per week × 52 = Annual no-shows
× Average revenue per appointment = Annual revenue lost to no-shows

Example: 3 × 52 = 156 no-shows/year
156 × R1,500 = R234,000 lost annually

AI Employee impact: Automated reminders reduce no-shows by 60% → R140,400 recovered 🔄

OUTPUT PANEL

Annual Loss AI Employee Recovery Net Annual Gain
After-hours leads R___ R___ (70% recovery) R___
Manual admin waste R___ R___ (60% saving) R___
No-shows / missed appointments R___ R___ (60% reduction) R___
TOTAL LEAK R___
TOTAL RECOVERY R___ R___

COST vs RETURN

Annual Cost Annual Return
Current state (leaks unchecked) R___ (leak) —
AI Employee team of 5 (R25K/month) R300,000/year R___ (recovery)
ROI ___x
Payback period ___ months

"Based on your numbers, you're sitting on approximately R___/year in recoverable revenue. Our AI Employee team costs R300K/year — and we guarantee 3.5x ROI in 180 days or full refund. That means worst case: you get your money back and we keep working for free until the numbers stack up."

SECTION 5: SOLUTION FIT + PROOF (0:45–0:55)

Transition:

"Let me show you exactly what this looks like in practice — not a demo, a real client."

Fixxr Case Study Walkthrough:

Then map to their specific pain:

"In your case, the equivalent would be: [specific AI Employee role] handling [their specific pain]. Based on what you've told me, that's where your biggest leak is."

AI Employee roles to mention (match to their pain):

AI Employee Role Best For
Intake & Lead Capture Any business losing after-hours enquiries
Scheduler Healthcare, trades, field services
Admin Processor Accounting, legal, HR, conveyancing
Client Communicator All industries — status updates, document chasing
Sales Qualifier IFA, real estate, recruitment, business broking

SECTION 6: NEXT STEP AGREEMENT (0:55–1:00)

Do NOT try to close the deal in this session. Close the next step.

"Here's what I'd like to propose. Based on what you've shared today, I want to put together a Custom Growth Analysis specifically for [Company Name]. It maps your exact automation opportunities, shows the ROI by implementation phase, and gives you a 90-day roadmap. It takes us 48 hours to produce, and it's completely free."

"I'll send you the analysis, and we set aside another 45 minutes to walk through it together. At that point, if it makes sense to move forward, we talk about it. If it doesn't, you walk away with a roadmap you can use however you want."

"Does that work for you — can we find a time in the next week for that follow-up?"

If they say yes: Book the time before you hang up. Send calendar invite within 1 hour.

If they hesitate:

"What would need to be true for this to make sense to explore further?"

If they say no:

"Completely understand — can I ask what's making you hesitant? I want to make sure I'm not missing something about your situation."

POST-WORKSHOP ACTIONS (Within 24 Hours)

WORKSHOP FACILITATION TIPS

  1. Let them talk 60% of the time. Your job is to listen and reflect their pain back accurately.
  2. Use their words, not yours. If they said "admin nightmare" — use "admin nightmare" in the ROI summary.
  3. Don't rush the calculator. Silence while you calculate is fine — it shows rigour.
  4. The "what would break first" question is gold. It's the clearest indicator of readiness and urgency.
  5. Decision maker must be present. If you're talking to an ops manager or EA, pause and rebook with the MD/owner in the room.
  6. SA-specific: Acknowledge Rand pressure, load shedding impacts, skills shortage ("we all know how hard it is to find good people in SA right now") — shows you understand their world.

Next action: Run a test version of this workshop internally (with a friendly business owner or advisor) to refine your timing and the ROI calculator inputs before the first real prospect session. Then book your first Discovery Workshop from the prospect-list.md priority hit list.