The TFAM Discovery Framework (Step by Step)

Purpose of This Lesson

To give you a repeatable structure for every TFAM discovery meeting.

3.1 Phase 1 – Context Setting (Opening the Conversation)

Before asking questions, set expectations.

Example:

“I’d like to understand how fixed assets are managed today, where challenges exist, and what’s driving your interest. Then we can see if TFAM is a good fit.”

This:

• Positions you as professional
• Signals qualification
• Reduces random discussion

3.2 Phase 2 – Current Reality Questions

These questions uncover how things really work.

Examples:

• “How are fixed assets currently tracked?”
• “When was the last full inventory conducted?”
• “How confident are you in the current asset data?”

Listen for:

• Hesitation
• General answers
• Dependency on individuals

Vague answers = hidden problems.

3.3 Phase 3 – Pain & Risk Questions

Now you go deeper.

Examples:

• “What challenges usually appear during audits?”
• “What happens when assets can’t be located?”
• “Who is accountable when discrepancies appear?”

Your goal is not discomfort —

your goal is awareness.

3.4 Phase 4 – Impact Questions (Most Important)

This is where urgency is created.

Examples:

• “What happens if this issue repeats next audit?”
• “How much time does the team spend resolving discrepancies?”
• “What is the financial or reputational impact?”

If impact is unclear, the deal is weak.