Say what?
Let’s talk about a term that gets tossed around a lot—“paid discovery.” On the surface, it makes perfect sense. You’re getting paid for the time you invest in understanding a client’s problem before diving into the solution. But as you probably know: calling it “paid discovery” can actually create friction with clients because it implies it could be free. And "discovery" sounds kind of like pixie dust and magic.
OK then, Mr. Smarty Pants, what should we do instead? Read on and all shall be revealed!
Why "Paid Discovery" Isn't Your Friend
The term “paid discovery” implies that there’s an alternative that isn’t paid—like you’re charging for something that maybe should be free. Discovery sounds like an initial step, not the foundational work that sets the entire project up for success. Some clients hear it and immediately think, “Why should I pay for that?”
Might I offer up the term “definition phase"? Instead of feeling like they’re paying for an exploration, clients understand they’re investing in defining the solution. Every successful project needs clear definitions of scope, timelines, and deliverables. It's hard for clients to push back when you frame it this way. They see the value because they understand you’re building the blueprint for their success. I mean, who wouldn't want to define their project? The benefits are golden.
A definition phase (formerly known as “paid discovery”):
Clarifies Scope: You uncover the full scope of the project upfront, avoiding costly scope creep later.
Builds Trust: Clients see you are taking the time to understand their unique needs, not just jumping to a solution.
Reduces Risk: A clear definition helps prevent misunderstandings, ensuring the project stays on budget and schedule.
Increases Efficiency: By identifying potential roadblocks early, you streamline the entire project, saving you and your client time.
Adds Value: Clients feel more secure knowing you’re investing time to get the foundation right, resulting in a higher-quality outcome.
And isn’t that the truth? The work you’re doing at this stage is essential—it’s about defining the path forward. It’s the difference between guessing and knowing. By shifting the language, you’re not just changing the name—you’re changing the conversation.
So, as you head into your next client conversation, try using “definition phase” instead. You’ll be surprised at how much smoother the process can be when you’re aligning expectations from the start.
I've been petitioning the industry to rethink the phrase "paid discovery" for years now. And I still prefer it to a free one! But we need to realize that words matter, especially at the beginning of a relationship.