PAT BERRY — TRADE COMPANION
CHAPTER 6: Discover Why, What, When
Starter worksheet for review — October 19, 2026

A useful discovery conversation fits on one page. Ask why the change matters, what a good result looks like, and when a decision or next step makes sense.

1. Why: What prompted you to look at this now? What happens if nothing changes?
2. What: What have you tried? What would a useful result look like? What constraints matter?
3. When: What timing works? Who else should be involved? Summarize what you heard and ask for correction.

Trade application
Capture scope, budget context, decision participants, and delivery constraints without promising a solution yet.

Why What When discovery
Person or reference ID:
_______________________________________________________

Why now:
_______________________________________________________

What they want:
_______________________________________________________

What they tried:
_______________________________________________________

Constraints:
_______________________________________________________

When:
_______________________________________________________

Who else is involved:
_______________________________________________________

Agreed next step:
_______________________________________________________

Permission to follow up:
_______________________________________________________

Use verified facts. Personalize examples. Keep private customer records in your own secure system.