Need Assessment Framework

Create need assessment scorecard with 5-7 critical business needs your product addresses (e.g., reducing manual work, improving data accuracy, accelerating workflows).

On first 10 discovery calls, systematically ask about each need area: current pain severity (1-10), impact on business, attempted solutions, urgency of fixing.

Score each need on 3-point scale: Critical (3), Moderate (2), Low (1); calculate total need score out of 21 for 7 needs.

Set minimum viable need threshold: prospects must score ≥12 total with at least 2 Critical needs to qualify for continued engagement.

Log need scores in Attio custom fields immediately after each discovery call; track which specific needs resonate most by ICP segment.

Track PostHog events: need_assessment_completed, critical_need_identified, low_need_disqualified.

Compare deal progression: measure conversion rates for high-need (≥15) vs. medium-need (12-14) vs. low-need (<12) prospects.

Set pass threshold: Complete need assessments on ≥10 opportunities in 1 week with ≥60% meeting minimum viable need threshold.

Disqualify low-need prospects early to focus time on high-fit opportunities; document which need areas drive highest qualification rates.

If threshold met, document need assessment questions and proceed to Baseline; if not, refine needs or ICP targeting.