CLEARFORK DISCOVERY AUDIT — TRIAGE CALL (15–20 min)

Goal: confirm fit before investing time. Disqualify or advance.

1. NEED   — "What made you reach out now? What's the pain or the goal?"
2. OUTCOME— "If this works, what changes for the business in 6–12 months?"
3. AUTHORITY — "Who would own acting on the findings? Who signs off on
              changes and budget?"
4. BUDGET — "Have you set aside budget for the diagnosis AND for the
              work that follows?"
5. TIMELINE — "What's the timeline pressure?"

FIT CHECK (advance only if all true):
[ ] There is an executive sponsor who can authorize change
[ ] There is a repeatable workflow to map (not pre-product)
[ ] They want a diagnosis, not just a specific tool installed
[ ] There is genuine intent to act on findings

DISQUALIFY / RESCOPE if: regulated high-risk AI core use (scope up),
no sponsor, throwaway intent, or no repeatable workflow.

CLEARFORK — EXECUTIVE KICKOFF (60–90 min). Discovery, not solutioning.

1. "Describe the business in one paragraph — what you sell, to whom,
    how you make money."
2. "What are the 1–3 outcomes you most want to move in the next year?"
    (revenue, margin, capacity, speed, quality, risk, owner-dependency)
3. "How would we measure each? What's the number TODAY?"  <-- baseline
4. "Where do you THINK the biggest friction is? Where does work pile
    up or break?"
5. "Where is the business dangerously dependent on one person?"
6. "What have you already tried with automation or AI? What happened?"
7. "What's off-limits — anything we should not touch or automate for
    trust, legal, or cultural reasons?"
8. "Who are the right department heads and frontline operators to talk to?"

OUTPUT:
- Outcome Statement (one line): "________ from ___ to ___ by ______."
- In-scope departments: ____________________
- Success metrics + today's baselines: ____________________
- No-go zones: ____________________
- Reality gaps to check against frontline: ____________________

CLEARFORK — DEPARTMENT-HEAD INTERVIEW (45–60 min). SIPOC altitude.

1. "What is your team responsible for? What are the main jobs you deliver?"
2. "Walk me through your major workflows, start to finish, at a HIGH level."
    (capture each as one inventory row, 5–7 steps)
3. Per workflow: "How often does it run? How many people touch it?
    Roughly how long? How often does it go wrong or get redone?"
4. "Which systems/tools and which data does it use? Where does info get
    re-keyed or copy-pasted?"
5. "Which eats the most time, causes the most errors, or frustrates
    customers most?"
6. "Which depend heavily on one specific person's knowledge?"
7. "If one workflow got dramatically easier, which would change your
    team's life?"

CAPTURE: Workflow Inventory rows + Department Map.
THEN: shortlist 3–6 deep-dive candidates (frequency × pain × outcome link).

CLEARFORK — FRONTLINE / OBSERVATION (per workflow). Watch real work.

1. "Show me how you ACTUALLY do this, start to finish, with a real
    example open."
2. Per step: "What triggers this? What exactly do you do? Which
    system/screen? What do you need in hand? What do you produce?
    Who gets it next?"
3. "Where do you wait? Where does it bounce back? What do you fix or chase?"
4. "What's the annoying part you'd never admit in a meeting — the
    workaround, the spreadsheet, the sticky note?"
5. "What do you DECIDE here — is it a rule, or judgment?"   (-> class)
6. "If this were wrong, how bad is it and how easily fixed?" (-> risk)
7. "How do you know it's done right?"                        (-> verifiability)

THEN: build current-state map WITH rework/waits/handoffs; decompose
into atoms; validate the map back to the operator before leaving.

ATOM: ____________________  (trigger -> action -> output)
- Trigger:                 what starts it
- Action:                  what is done
- Inputs / data:           sources; where re-keyed
- Output:                  what's produced; who consumes it
- Decision type:           rule-based | judgment | generative
- Frequency / volume:      per day/week/month
- Time per run + rework:   cycle time; % redone
- Reversibility:           easy-undo .......... irreversible
- Blast radius if wrong:   trivial ............ severe (money/legal/safety/PII)
- Regulatory exposure:     none ............... regulated
- Data readiness:          quality/availability/lineage of needed data
- Verifiability:           can correctness be checked easily?
- Owner dependency:        anyone ............. one specific person
- Adoption friction:       low ................ high

ID | Workflow name | Dept | Purpose/output | High-level steps (5–7) |
Trigger | Freq/volume | People | Time/run | Rework rate | Systems & data |
1-person dependency (L/M/H) | Pain (1–5) | Outcome link | Deep-dive? (Y/N/Maybe) | Notes

Atom | Decision type | Reversibility | Blast radius | Reg. | Data readiness |
Verifiability | CLASS (human/deterministic/AI-assisted/agentic/do-not-automate) |
Approval-gated? (overlay) | Oversight (HITL/HOTL/Auto) | Rationale

SCORING:
Opportunity | Impact | Confidence | Speed | Effort | Risk | Adoption |
SCORE = (Impact x Confidence x Speed) / (Effort x Risk x Adoption) |
Class | ROI estimate (client's own numbers)

Priority | Opportunity | Now/Next/Later | Class | Oversight |
Expected impact + ROI line | Effort | Risk tier | OWNER | DUE DATE

Rule: every row MUST have an owner and a due date. No exceptions.
That single discipline is what stops the report becoming shelfware.

CLEARFORK — IMPLEMENTATION SOW (draft from First Builds)

1. Background / outcome being pursued (from the Outcome Statement)
2. Scope — the first 1–3 builds, by workflow/atom
3. Deliverables — what we will produce
4. Acceptance criteria — how "done & working" is judged (proof metric)
5. Approach — class & oversight model per build (HITL/HOTL/Auto)
6. Timeline & milestones
7. Responsibilities — Clearfork vs client
8. Governance — guardrails, owner, stop authority, logging
9. Price & terms
10. Decision: proceed / adjust / pause

Conversion ritual: end the readout with first builds, owners, and ROI
on screen, and ask for the proceed decision.