Consulting Framework

GATE: Confirm domain and problem statement before building the framework.

Phase 2: Diagnostic System

Discovery Question Categories

Build questions across four diagnostic layers:

Layer 1: Situation (Where are they now?)

• Current state of the area you consult on
• Metrics they track and recent performance
• Team structure and capabilities
• Tools and systems currently in use

Layer 2: Problem (What hurts?)

• Specific symptoms they are experiencing
• When the problem started and what has changed
• Financial or operational impact of the problem
• Previous attempts to solve it and why they failed

Layer 3: Implication (What happens if they do nothing?)

• Cost of inaction over 6-12 months
• Competitive risks
• Team or customer impact
• Opportunity cost

Layer 4: Desired Outcome (What does success look like?)

• Specific, measurable goals
• Timeline expectations
• Budget and resource constraints
• How they will measure your impact

Diagnostic Template

## Client Diagnostic — [Client Name]

**Date:** [Date]
**Consultant:** [Your name]

### Current State
- [Finding 1]
- [Finding 2]

### Core Problems Identified
1. [Problem] — Impact: [$$$ or operational metric]
2. [Problem] — Impact: [$$$ or operational metric]

### Root Cause Analysis
- [Why the problems exist — not just symptoms]

### Opportunity Assessment
- [What is possible if problems are solved]
- [Estimated ROI of engagement]

Phase 3: Analysis & Recommendations

Analysis Framework

Structure your analysis using a consistent model:

## Analysis Framework: [Framework Name]

### Assessment Areas
| Area | Current Score (1-10) | Target Score | Gap | Priority |
|------|---------------------|-------------|-----|----------|
| [Area 1] | X | X | X | High/Med/Low |
| [Area 2] | X | X | X | High/Med/Low |

### Key Findings
1. **[Finding]** — Evidence: [data/observation]. Impact: [quantified].
2. **[Finding]** — Evidence: [data/observation]. Impact: [quantified].

### Recommendations
1. **[Recommendation]**
   - What: [Specific action]
   - Why: [Connects to finding]
   - How: [Implementation steps]
   - Expected result: [Measurable outcome]
   - Timeline: [When]

Recommendation Prioritization

Rank all recommendations using an Impact/Effort matrix:

Phase 4: Framework Documentation

Deliverable Package

Document your framework so it is repeatable:

1. Framework overview — one-page summary of your methodology
2. Diagnostic questionnaire — standardized questions for every engagement
3. Analysis templates — scoring sheets, assessment matrices, benchmarking tools
4. Recommendation format — standard structure for presenting findings
5. Implementation roadmap template — phased action plan for clients
6. Progress tracking — KPIs and check-in cadence

Naming Your Framework

Give your framework a proprietary name:

• Use a memorable acronym or metaphor
• Reference the outcome, not the process
• Examples: "The Growth Diagnostic," "The Operations Blueprint," "The Revenue Acceleration Framework"

Framework One-Pager

## [Framework Name]

**What it is:** [One sentence]
**Who it's for:** [Client type]
**How it works:** [3-4 steps]
**What you get:** [Deliverables]
**Typical results:** [Quantified outcomes from past engagements]
**Timeline:** [Duration]

Anti-Patterns

• No repeatable process — reinventing your approach for every client is inefficient and inconsistent. Standardize the framework.
• All diagnosis, no prescription — clients pay for solutions, not just problem identification. Every finding must have a recommendation.
• Generic recommendations — "improve your marketing" is not a recommendation. Specific actions with expected outcomes are.
• Skipping the diagnostic — jumping to recommendations without thorough discovery leads to wrong solutions.
• Framework too rigid — build in flexibility for different client sizes, industries, and complexity levels.

Recovery

• Client does not fit your framework: Acknowledge the mismatch. Either adapt the framework or refer them to a better-fit consultant.
• Discovery reveals a different problem: Pause and re-scope. Present the actual findings and propose a revised engagement.
• Client pushes back on recommendations: Tie every recommendation to their stated goals and diagnostic data. Remove opinion, show evidence.
• Framework feels too generic: Add industry-specific benchmarks, examples, and case studies to make it concrete.
• Multiple competing problems: Use the prioritization matrix to focus on high-impact, low-effort wins first. Build momentum before tackling strategic bets.