Needs Discovery

The Needs Discovery stage scores how well the agent understood what the client actually wants.

Scoring rubric

Five levels define how this stage is scored. Describe what the agent does at each level — the AI injects this rubric directly into its evaluation.

Level	What it looks like
1 · Bad diagnosis	The agent never asked what the client needs and pitched blindly.
2 · Poor discovery	One surface-level question; no follow-up or depth.
3 · Satisfactory understanding	Asked the basic questions and got a general picture.
4 · Good insight	Uncovered both stated and underlying needs with good follow-up.
5 · Excellent consultative	A consultative conversation that fully maps the client's situation and priorities.

The questions the agent must ask in every call.

Example: What is the size of your team? · What tool do you use today?
Best practice: list only the truly essential questions — too many makes every call look non-compliant.

The facts the agent must collect before presenting.

Example: team size, current tool, budget, timeline
Best practice: these should overlap with your Required entities so the extracted facts line up.

tip

Mandatory questions and details are what the "failed checks" in the call analysis are built from — keep them concrete and countable.