Every meeting begins with insight, not with a product pitch.
The Copilot pulls the Client-360 brief, surfaces the anomalies, proposes likely problem archetypes. The RM walks in already informed and runs a ten-minute Discovery Script that turns conversation into evidence.
This is the entry point of the customer-led operating model. It assumes the institution’s Lending Process, Risk Analytics, and Data Management are already running. The Client-360 brief only exists when those three foundations exist.
Five activities. The 90-day cycle, or a single data trigger, becomes a structured client conversation that generates evidence the credit team will recognise.
Financials, behavior, sector, recent notes, all in one brief
Trends, deviations, RAF flags surfaced automatically
JTBD pattern recognition with confidence ratings
Five lenses, five questions, ten minutes
Conversation captured, archetype confirmed, action logged
Every Phase 1 instrument is template-driven, Copilot-supported, and pre-validated against the Risk Appetite Framework. The RM keeps judgement. The toolkit keeps consistency.
Auto-assembled one-pager. Financial trends, account behavior, sector benchmarks, recent RM notes, RAF flags. Three anomalies surfaced. Two likely problem archetypes proposed with confidence ratings. The brief lands in the RM inbox before the meeting.
Five-lens, ten-minute conversation framework. Cash-Flow Rhythm, Bottlenecks, Risk Spikes, Data Reality, Win Condition. Each lens carries sample questions and Copilot data prompts. Standardized across the organization. Comparable across clients, sectors, time.
Maps observed client problems to data indicators and early-warning triggers. Builds the institutional pattern library. Sixty percent of traders reporting collection delays this quarter is not anecdote, it is signal worth a sector-wide receivables-finance program.
Captures identified JTBD candidates, root causes, urgency, and the proposed direction of solution. Becomes the input to Phase 2 Co-Design. No information lost between conversation and structuring. No hand-off friction.
Post-meeting deliverable. Diagnosed archetype, evidence trail, next-step plan, owner, timeline. Every conversation produces a traceable record. Continuity built in by default.
Pick a synthetic client. Watch the Copilot assemble the Client-360 brief. Review the anomalies. Pick which problem archetypes to test in the meeting. Lock the diagnostic question set. The demo proves how Phase 1 turns ninety days of waiting into ten minutes of insight.
Open Karibu Logistics. The Copilot has flagged DSO stretching, FX exposure rising, and buyer concentration. It proposes two archetypes with confidence ratings: working capital strain at 9/10, FX exposure mismatch at 7/10. Pick the questions you want to ask. The Discovery Script is primed. The meeting starts already informed.
Launch the demo →Add quote from a Head of SME Banking or Head of Distribution. Theme: how the Discovery Script changed what RMs hear in client meetings, and how that changed what the credit team sees in the file.
[Name, Title, Institution]
Two places Discover & Diagnose shows up next.
The full discovery method, the five-lens framework, the AI-assisted preparation, the RM training and feedback loops that institutionalize the discipline.
Training the Discovery Script and the JTBD diagnostic lens. Built for the front line that already knows the clients.
Discovery is the cheapest form of risk mitigation a bank has. Every problem caught in a ten-minute conversation is a default not booked, a covenant not breached, a workout not assembled. When discovery is structured, comparable, and continuous, the institution learns faster than the market changes.
No pitch deck. A working session on where the relationship is held back by the operating model, and what changes when the bank moves from product-pushing to problem-solving.
Curated news with practitioner commentary. One Deep Dive. One applied tool. Read in fifteen minutes. Used the same week.