Sepfluor - Discovery Meeting Preparation Guide

Sepfluor: Discovery Meeting Preparation Guide

Meeting Type: First Discovery Call Duration: 30-45 minutes Attendees: Hendrik Snyman (CEO) / Dr. Lelau Mohuba (Chairman) / Community Relations Lead / ESG Manager Objective: Qualify opportunity, demonstrate value, secure commitment for detailed pilot proposal

Pre-Meeting Preparation Checklist

1 Week Before Meeting

Research & Intelligence:

Review Sepfluor website (www.sepfluor.co.za) for latest news, projects, leadership updates
LinkedIn research: Hendrik Snyman (CEO background, recent posts), Dr. Lelau Mohuba (Chairman profile)
Google News: Search “Sepfluor” for recent announcements (Wiltin expansion, production updates, community initiatives)
Mining Indaba website: Review past winners (Gold Fields 2019, Bannerman Energy 2023) to understand award criteria
GRI 14 Standard: Refresh knowledge of Mining Sector 2024 requirements (25 material topics, mine-site transparency)

Materials Preparation:

Prepare 3-page executive briefing (PDF-ready for email follow-up)
Prepare MGSLG demo link (https://frontend-production-5e4e.up.railway.app, login: mgslg2025)
Prepare Mining Indaba sample submission (mock Sepfluor Community Engagement Award PDF)
Prepare pricing one-pager (R550K-R750K pilot, payment structure, ROI breakdown)
Print meeting agenda (for personal reference during call)

Technical Setup:

Test video conferencing platform (Zoom, Microsoft Teams, Google Meet)
Test screen sharing (practice MGSLG demo navigation)
Close unnecessary browser tabs, applications (professional desktop view)
Charge laptop, phone (backup devices)
Quiet environment confirmed (no interruptions during call)

Internal Alignment:

Confirm your availability for follow-up meetings (next 2-3 weeks)
Confirm iSu Technologies team availability (technical lead for detailed demo, project manager for pilot planning)
Review MGSLG/SACE reference availability (if Sepfluor requests customer references)

1 Day Before Meeting

Final Review:

Reread executive summary one-pager (refresh key messages)
Reread objection handling guide (anticipate questions)
Practice elevator pitch (30 seconds: problem, solution, ROI, Mining Indaba urgency)
Prepare 3 questions to ask Sepfluor (understand their pain points, priorities, decision process)
Confirm meeting time (send calendar reminder to attendees)

Logistics:

Send meeting confirmation email (include agenda, video call link, optional pre-read materials)
Test video call link (ensure it works, no technical issues)
Set phone alarm (15 minutes before meeting start time)

1 Hour Before Meeting

Mental Preparation:

Review attendee profiles (LinkedIn, roles, likely priorities)
Visualize successful meeting (confident, consultative, value-focused)
Deep breath, clear mind (avoid last-minute cramming)

Technical Final Check:

Join video call 5 minutes early (test audio, video, screen share)
Open MGSLG demo in browser tab (ready to share screen)
Open agenda document (for personal reference)
Silence phone notifications (Focus mode)
Water nearby (stay hydrated during call)

Meeting Agenda (30-45 Minutes)

Opening (5 Minutes)

Introductions & Agenda Setting

Script: “Good morning/afternoon [Hendrik/Dr. Mohuba, team]. Thank you for taking time today. I’m [Your Name] from iSu Technologies.

Agenda for the next 30-45 minutes:

Understand Sepfluor (10 minutes) - Your current SLP compliance processes, pain points, Mining Indaba interest
Platform Overview (10 minutes) - Quick demo of how we solve those problems
ROI & Timeline (5 minutes) - Investment, payback, Mining Indaba 2026 readiness
Questions & Next Steps (5-10 minutes) - Address concerns, agree on next step

Before we dive in, can you briefly share:

What prompted interest in this conversation? (Or if cold outreach: What’s your current approach to SLP compliance and community impact visibility?)
Who else should be involved in evaluating this? (Community Relations Lead, ESG Manager, IT, Finance?)

[Listen actively, take notes]“

Section 1: Understand Sepfluor (10 Minutes)

Objective: Uncover pain points, qualify opportunity, build rapport

Discovery Questions (Ask 5-7, Prioritize Based on Conversation Flow):

Current SLP Compliance Process:

“How do you currently manage DMRE SLP compliance reporting? (Excel, manual aggregation, dedicated person?)”
- Listen for: Time burden (30+ hrs/month?), manual process, scattered data sources, year-end stress
- Follow-up: “How much time does that consume monthly? Who owns that process?”
“When was your last DMRE audit? How did the preparation process go?”
- Listen for: 6+ weeks prep time, evidence gaps discovered late, stress/anxiety, Section 93 concerns
- Follow-up: “What would make DMRE audit preparation easier?”
“How do you currently track beneficiaries—employees in training, community members served, local suppliers?”
- Listen for: No centralized system, spreadsheets, email updates, difficulty aggregating across programs
- Follow-up: “Can you quickly pull a number right now: ‘How many total beneficiaries did Sepfluor serve in 2024?’ (If they can’t answer immediately = pain point)”

Mining Indaba & Industry Recognition: 4. “Have you considered submitting to Mining Indaba Responsible Resourcing Awards? Community Engagement, Labour, or Transparency categories?”

Listen for: Interest level (high = strong qualifier), time barrier (40-60 hrs manual = pain point), not aware of opportunity (education opportunity)
Follow-up: “What would it take for Sepfluor to seriously pursue Mining Indaba recognition?”

“How important is industry recognition to Sepfluor’s strategy? (Mining Indaba awards, ESG ratings, investor confidence?)”
- Listen for: CEO/Chairman priorities (talent attraction, brand value, social license for Wiltin expansion, investor relations)
- Follow-up: “If Sepfluor won Mining Indaba 2026 Community Engagement Award, what impact would that have on the business?”

GRI 14 & ESG Reporting: 6. “Are you tracking GRI 14: Mining Sector 2024 standard? It requires mine-site level transparency by 2026.”

Listen for: Awareness level (high = sophisticated, low = education opportunity), concern about 2026 deadline, investor pressure
Follow-up: “How are you preparing for GRI 14 compliance? (If not: This is coming—investor expectation by 2026)”

Wiltin Expansion (Social License): 7. “Hendrik, you mentioned in recent interviews that Wiltin deposit is a strategic priority. How important is social license—community trust—for securing that mining right?”

Listen for: High importance (social license critical for expansion = strong business case for platform)
Follow-up: “How could Nokeng’s community impact transparency help build trust for Wiltin? (If platform demonstrates Nokeng track record = credibility for Wiltin)”

Stakeholders & Decision Process: 8. “Who are the key stakeholders who need visibility into community impact? (DMRE, board, investors, communities, employees, municipalities?)”

Listen for: Multi-stakeholder need (platform serves all = higher value)
Follow-up: “How do you currently communicate impact to [each stakeholder mentioned]?”

“If this looks like a fit, what’s the typical decision process? Who needs to approve? (CEO, board, finance, IT?)”
- Listen for: Decision authority (CEO/Chairman can approve = short sales cycle), budget cycle (Q1 2025 = good timing), IT involvement (pilot requires minimal IT)
- Follow-up: “What’s the timeline for decisions like this? (Map to Mining Indaba deadline urgency)”

Budget & Timing: 10. “Is this something you’d consider funding in Q1 2025 budget? (Pilot: R550K-R750K)” - Listen for: Budget availability (yes = strong qualifier, no = long sales cycle or dead end) - Follow-up: “What’s the approval process for R550K-R750K investment?”

Red Flags (Disqualifiers):

No budget for 12+ months
No interest in Mining Indaba or industry recognition (“We just do compliance, don’t care about awards”)
No pain with current process (“Our manual system works fine”)
Decision-maker not present and unavailable for follow-up (“I’m just gathering information, can’t commit”)

Green Flags (Strong Qualifiers):

Significant time burden (30+ hrs/month SLP reporting)
High interest in Mining Indaba 2026 (CEO/Chairman mentions reputation, brand, talent attraction)
Wiltin expansion priority (social license critical = business case)
Decision-maker present (CEO/Chairman can approve pilot)
Budget available Q1 2025

Section 2: Platform Overview (10 Minutes)

Objective: Demonstrate solution, link to pain points discovered, create “aha moments”

Talking Points (Adapt Based on Pain Points Uncovered):

Opening: “Based on what you’ve shared—[summarize 2-3 pain points]—let me show you how the platform solves those problems. I’ll use our MGSLG education platform as a proxy (same technology, adapted for mining SLP). [Share screen]”

Demo Highlights (5-7 Minutes):

1. SLP Compliance Dashboard (2 minutes)

Screen: MGSLG dashboard → explain “This is beneficiary tracking for 1,500 education participants. For Sepfluor, it would be 2,340 community beneficiaries, employees in training, LED suppliers.”
Value: “Real-time view of SLP compliance—5 focus areas, budget tracking (5% wage, 2-3% EBITDA), beneficiary counters. No more monthly manual aggregation.”
Tie to Pain: “You mentioned SLP reporting takes [X hours/month]. This reduces that by 70%—from [X hours] to [X/3 hours].”

2. Mining Indaba Submission Builder (2 minutes)

Screen: Mock PDF (or explain concept) → “One-click PDF generation: 25-page Community Engagement Award submission with beneficiary data, success stories, evidence appendices.”
Value: “What would take 40-60 hours manually, the platform generates in 3 minutes. You review, refine, submit.”
Tie to Pain: “You mentioned interest in Mining Indaba—this removes the 40-60 hour barrier. Deadline September 2025 (10 months away).”

3. Public Community Portal (2 minutes)

Screen: Mock community.sepfluor.co.za → “Public-facing portal: GIS project map, beneficiary counters, success stories. Judges, investors, communities see your impact transparently.”
Value: “This is what transforms compliance into recognition. Judges visit this portal, see 2,340 beneficiaries served, 8 partnerships, systematic impact. That’s award-winning evidence.”
Tie to Pain: “You asked ‘How do we demonstrate social license for Wiltin expansion?’ This. Communities see Nokeng track record, build trust.”

4. DMRE Automation (1 minute)

Screen: One-click report generation → “Annual DMRE compliance report: 5 focus areas, budget tracking, evidence appendices. One click, 15-second PDF generation.”
Value: “DMRE audit preparation: 6 weeks → 3-5 days. Audit trail 100% complete, evidence gaps flagged proactively (no surprises).”
Tie to Pain: “You mentioned audit prep stress—this eliminates that. 100% ready anytime.”

5. GRI 14 Compliance (1 minute if relevant)

Screen: Explain concept (or skip if not interested) → “GRI 14: Mining Sector 2024 requires mine-site transparency—Nokeng, Wiltin, Wallmannsthal reported separately. Investors expect this by 2026. Platform handles it.”
Value: “Early adopter advantage: Anglo American, Exxaro implementing now. You’d be ahead of peers.”
Tie to Pain: “You mentioned [investor relations / ESG rating concerns]—GRI 14 compliance addresses that.”

Closing: “Those are the highlights. The core value: SLP compliance automation (70% time savings) + Mining Indaba recognition (award submissions in 3 minutes) + community transparency (public portal builds social license).

Does this resonate with what you need?”

[Pause for reaction, questions]

Section 3: ROI & Timeline (5 Minutes)

Objective: Quantify value, address cost concerns, create urgency (Mining Indaba deadline)

Talking Points:

Investment: “Pilot: R550K-R750K (8-10 weeks)

Nokeng mine site only
SLP compliance dashboards (5 focus areas)
Mining Indaba submission builder (Community Engagement Award ready)
Public portal (community.sepfluor.co.za)
DMRE automation
Training, 30-day support

Payment structure: 30-40-30 (kickoff, phase 1 demo, launch) - spread over 10 weeks, not upfront.”

Annual Value: “R912K/year:

SLP reporting labor: R288K/year (30 hrs/month → <10 hrs/month, 70% reduction)
DMRE audit prep: R180K/year (6 weeks → 3-5 days)
Community relations efficiency: R144K/year (automated newsletters, investor briefings)
ESG rating improvement: R300K/year (investor confidence, lower cost of capital on R1.7B operation)

Payback: 7-10 months. Year 3 cumulative ROI: 265%-298%.”

Proven Track Record: “Not projections—proven results:

MGSLG: 134% ROI, 83.6% completion rate (vs. 15.8% national), 5-week delivery
SACE: 400,000 users, 100-point supplier quality scoring, <3 second dashboard load
85% code reuse: Not built from scratch—proven technology adapted for mining SLP”

Time-Sensitive (Mining Indaba Urgency): “Critical timeline: Mining Indaba 2026 submissions open June 2025 (7 months away), deadline September 2025 (10 months away).

Decision impact:

Start January 2025: 10 months of platform data → strong submission → 35-50% win probability (Community Engagement)
Start March 2025: 6 months data → moderate submission → 20-30% win probability
Start May 2025: 2 months data → weak submission → 5-10% win probability
Delay past May: Miss 2026 entirely → earliest opportunity 2027 (2-year delay)

Recommendation: Start pilot end of January 2025 to maximize Mining Indaba 2026 potential.”

Competitive Positioning (If Asked “Why Not Alternatives?”): “Quick comparison:

Power BI: Generic BI (no Mining Indaba templates, no public portal), R1M+ custom development
Big 4 (Deloitte, PwC): R5M-R12M, 12-18 months (miss Mining Indaba 2026)
SAP/Oracle: R5M-R15M, 12-24 months (overkill for 190 employees)
In-House: R2.76M, 12-18 months, no mining SLP expertise (miss Mining Indaba 2026)
iSu: R550K-R750K, 8-10 weeks, only mining SLP-specific platform, Mining Indaba templates built-in”

Section 4: Questions & Next Steps (5-10 Minutes)

Objective: Address concerns, secure commitment for next step (detailed proposal or pilot)

Anticipated Questions & Responses:

Q: “What if we don’t win Mining Indaba awards?”

A: “Core value is 70% time savings (R288K/year) + 100% DMRE audit readiness + social license protection. Awards amplify ROI, but platform pays for itself in 7-10 months without awards. Win probability: 35-50% Community Engagement (competitive but viable). Conservative approach: assume no awards, validate ROI still compelling (R912K/year value).”

Q: “What if it doesn’t work for mining?”

A: “85% code reuse from proven platforms (MGSLG: 134% ROI, SACE: 400K users). Mining sector research completed (DMRE SLP regs, GRI 14, Mining Indaba templates). Pilot validates fit (8-10 weeks to prove value before full production commitment). Success criteria defined upfront: 70% time savings, 100% audit trail, 90% stakeholder satisfaction. If pilot doesn’t meet criteria, we don’t proceed to production.”

Q: “How much IT involvement required?”

A: “Pilot: Minimal (standalone system, no integration). Production: Optional integration with HR/ERP (automated skills development tracking, budget sync). On-premise: Not required (cloud-hosted, Hetzner Cape Town for POPIA compliance). Support: iSu handles infrastructure, Sepfluor team provides SLP data, validation, feedback (20-30 hours total over 10 weeks, spread across 3-5 people = 6-15 hrs/person).”

Q: “What’s the risk if iSu Technologies goes out of business?”

A: “Source code escrow (you receive full codebase if we cease operations). Data ownership: You own all SLP data, evidence files (export anytime, no vendor lock-in). Open-source stack: Python, PostgreSQL, React (any developer can maintain if needed). Financial stability: Profitable since Year 1, 18+ months cash reserves, 0% churn rate to date. We’re not going anywhere, but escrow provides business continuity protection.”

Q: “Timeline seems aggressive—8-10 weeks realistic?”

A: “Proven delivery: MGSLG (5 weeks), SACE (5 weeks), 85% code reuse. Sepfluor adds 3-5 weeks for mining-specific features (DMRE templates, Mining Indaba builder, GRI 14). Week-by-week breakdown available (implementation roadmap). Risk mitigation: Fixed-price contract (R550K-R750K, no cost overruns), 10% discount per week delayed beyond Week 10 (SLA penalty).”

Q: “Can we see a reference customer?”

A: “MGSLG: Technical reference available (validate platform performance, support quality, ROI claims). Demo access: https://frontend-production-5e4e.up.railway.app (login: mgslg2025) - explore on your own time. SACE: If approved, can arrange reference call (400K user scale validation). Would you like me to arrange MGSLG reference call?”

Closing & Next Step:

Script: “[Hendrik/Dr. Mohuba], based on what we’ve discussed, I see three possible next steps:

Option 1: Detailed Pilot Proposal (If strong interest)

2-hour discovery workshop (Week 2): Map Sepfluor’s SLP data sources, Mining Indaba award strategy, detailed scoping
Detailed pilot proposal (Week 3): Fixed-price contract, success criteria, timeline, payment structure
Contract signing (Week 4): Legal review, finalize terms
Pilot kickoff (end of January 2025): On track for Mining Indaba 2026

Option 2: More Information (If interested but need convincing)

Send complete prospect documentation (10 documents: executive summary, pricing, competitive positioning, implementation roadmap, technical overview, case studies)
Arrange MGSLG reference call (technical validation)
Schedule follow-up call (Week 3) after you’ve reviewed materials

Option 3: Close the Loop (If not a fit)

No problem—I appreciate your time
If circumstances change (Q1 2025 budget, Wiltin expansion urgency, Mining Indaba interest increases), feel free to reconnect

Which option makes sense for Sepfluor?

[Listen for commitment, clarify next step, schedule follow-up if applicable]“

Post-Meeting Actions (Within 24 Hours)

Immediate Follow-Up (Same Day)

Email Template:

Subject: Sepfluor Discovery Call Follow-Up - Next Steps

To: [Hendrik Snyman / Dr. Lelau Mohuba / Attendees] From: [Your Name], iSu Technologies

Dear [Hendrik/Dr. Mohuba],

Thank you for the engaging conversation today. I appreciated learning about Sepfluor’s community development work and SLP compliance processes.

Key Takeaways from Our Call:

[Summarize 2-3 pain points discussed]
[Summarize Sepfluor’s priorities: Mining Indaba interest, Wiltin expansion, SLP burden reduction]
[Agreed next step from call]

Attached Materials:

Executive Briefing (3 pages) - Opportunity summary, ROI, timeline
[If requested: Pricing one-pager, implementation roadmap, competitive positioning]
MGSLG Demo Access - https://frontend-production-5e4e.up.railway.app (login: mgslg2025)

Proposed Next Steps: [Option chosen during call - customize:]

If Option 1 (Detailed Proposal):

Week of [Date]: Discovery workshop (2 hours) - SLP data inventory, Mining Indaba strategy, detailed scoping
Week of [Date]: Pilot proposal finalization (fixed-price R550K-R750K, success criteria, timeline)
Week of [Date]: Contract signing, pilot kickoff
Target: Pilot complete by April 2025, Mining Indaba submission ready September 2025

If Option 2 (More Information):

This Week: Review attached materials (10 documents available if you want comprehensive package)
Week of [Date]: MGSLG reference call (if requested)
Week of [Date]: Follow-up call to address questions, decide on next step

I’m Available:

[Insert 3-4 time slots for next meeting]

Questions? Feel free to call/email anytime: [Phone] | [Email]

Looking forward to helping Sepfluor earn Mining Indaba 2026 recognition while reducing SLP compliance burden by 70%.

Best regards,

[Your Name] [Your Title] iSu Technologies [Email] | [Phone] www.isutech.co.za

Internal Debrief (Same Day)

Update CRM:

Log meeting notes (pain points, priorities, decision process)
Update deal stage (Discovery Complete → Proposal Pending or Closed Lost)
Update probability (40-60% if strong interest, 10-20% if lukewarm, 0% if disqualified)
Schedule follow-up tasks (send materials, schedule next meeting)

Team Alignment:

Notify technical lead (if demo requested for next meeting)
Notify project manager (if pilot proposal needed for next meeting)
Update sales forecast (if deal progresses to proposal stage)

Learning Capture:

What went well? (note for future Sepfluor meetings or other mining prospects)
What objections came up? (add to objection handling guide if new)
What questions stumped you? (research answers for next meeting)

Meeting Do’s and Don’ts

DO:

✅ Listen More Than Talk (60/40 rule: 60% Sepfluor talks, 40% you talk)

Uncover pain points, priorities, decision process
Ask open-ended questions (“Tell me about…”, “How do you currently…”, “What would make… easier?”)
Take notes (write down exact phrases they use—mirror their language in follow-up)

✅ Link Solution to Their Pain

Don’t generic pitch (“We have dashboards, reports, blah blah”)
Specific: “You mentioned SLP reporting takes 30 hours/month. The platform reduces that to <10 hours—saving 20 hours/month or R240K/year labor.”

✅ Create Urgency (Mining Indaba Deadline)

“Submissions open June 2025 (7 months away). Starting pilot in January gives you 10 months of data for a strong submission.”
“Delaying past May = miss 2026 entirely (earliest opportunity: 2027).”

✅ Quantify Everything

Not: “You’ll save time.” Instead: “70% time savings: 30 hrs/month → <10 hrs/month = R288K/year labor savings.”
Not: “You’ll win awards.” Instead: “35-50% win probability Community Engagement Award (based on Gold Fields 2019 winner metrics—2,000 beneficiaries vs. your 2,340+).”

✅ Provide Proof

MGSLG: 134% ROI (not projected—actual result, reference available)
SACE: 400,000 users (scalability proof—Sepfluor is 0.6% of that scale)
Demo access: https://frontend-production-5e4e.up.railway.app (see it yourself)

✅ Secure Clear Next Step

Not: “Let me know if you’re interested.” (weak close)
Instead: “I see three next steps: detailed proposal, more information, or close the loop. Which makes sense?” (clear choice)

DON’T:

❌ Talk Too Much (avoid monologues—ask questions, engage in dialogue)

Not: 20-minute uninterrupted pitch
Instead: 5-minute overview → ask questions → demo 5-7 minutes → discuss

❌ Generic Pitch (“We have dashboards and reports for all industries”)

Instead: Mining SLP-specific (“DMRE 5 focus areas, Mining Indaba award templates, GRI 14: Mining Sector 2024”)

❌ Overpromise (“You’ll definitely win Mining Indaba!”)

Instead: Conservative (“35-50% win probability Community Engagement—competitive but viable. Even without awards, platform pays for itself in 7-10 months via labor savings.”)

❌ Ignore Objections (brush off concerns)

Instead: Address directly (“That’s a valid concern. Here’s how we mitigate: [specific mitigation]”)

❌ Hard Sell (pressure, create false urgency)

Instead: Consultative (“If this isn’t a fit, no problem—I’ll close the loop. If it is a fit, here’s how we proceed.”)

❌ Skip Next Step (end call without clear action)

Instead: Always secure commitment (“What’s the next step from your perspective?” → agree on specific action, date, time)

Key Success Metrics (Discovery Call)

Qualified Opportunity:

Pain points identified (SLP reporting burden, Mining Indaba interest, Wiltin social license need)
Budget confirmed (R550K-R750K available Q1 2025)
Decision-maker present (CEO/Chairman or can approve)
Timeline aligned (Mining Indaba 2026 = urgency)
Next step secured (detailed proposal, more information, or close loop)

Strong Qualifier (Proceed to Proposal):

Pain points: Severe (30+ hrs/month SLP reporting)
Budget: Confirmed available Q1 2025
Decision authority: CEO/Chairman can approve, or board approval process <90 days
Timeline: Urgent (Wiltin expansion, Mining Indaba 2026 interest)
Next step: Discovery workshop scheduled (Week 2)

Weak Qualifier (Nurture, Long Sales Cycle):

Pain points: Moderate (acknowledge burden but not critical)
Budget: Uncertain (“Need to check with finance”)
Decision authority: Not present (“I’m just gathering information”)
Timeline: Not urgent (“Maybe Q2-Q3 2025”)
Next step: Send materials, reconnect in 1-3 months

Disqualified (Close Loop):

Pain points: None (“Our manual system works fine”)
Budget: No budget for 12+ months
Decision authority: Can’t identify decision-maker
Timeline: No urgency (“Don’t care about Mining Indaba”)
Next step: “We’ll get back to you” (no commitment)

Emergency Scenarios

Scenario 1: Technical Difficulties (Video Call Fails)

Plan B:

Switch to phone call (audio only, no demo)
Adjust agenda: Skip demo (can schedule separate demo later)
Focus: Discovery questions, ROI conversation, secure next step (follow-up demo call)

Script: “Apologies for the technical issues. Let’s continue on phone. I’ll skip the demo for now and focus on understanding Sepfluor’s needs. We can schedule a separate demo call this week if you’re interested.”

Scenario 2: Key Stakeholder Missing (CEO/Chairman Not Present)

Plan B:

Proceed with discovery call (gather information)
Ask: “What’s the best way to loop in [CEO/Chairman] after this call?”
Secure commitment: “Can we schedule 30-minute follow-up with [CEO/Chairman] to present findings?”

Script: “I appreciate [Community Relations Lead] joining. To make this as valuable as possible, I’ll focus on understanding your SLP processes and pain points today. Then, with your input, we can schedule a follow-up call with [Hendrik/Dr. Mohuba] to present tailored recommendations. Does that work?”

Scenario 3: Strong Interest But Need More Time to Decide

Plan B:

Don’t push for immediate commitment
Provide comprehensive materials (10-document package)
Schedule follow-up (2-3 weeks) with clear agenda (“Review materials, address questions, decide on next step”)

Script: “I completely understand—this is a significant decision. Here’s what I recommend:

I’ll send you comprehensive materials (executive summary, pricing, competitive positioning, implementation roadmap—10 documents total)
Review on your own time over the next 2-3 weeks
I’ll schedule a follow-up call [Date] to address any questions and decide on next step

Does [Date/Time] work for follow-up call?”

Document Version: 1.0 Last Updated: 20/11/2025 Owner: iSu Technologies Sales Team Status: Ready for Discovery Meeting

Final Checklist Before Meeting:

All materials prepared (agenda, demo, pricing, executive briefing)
Technical setup tested (video call, screen share, MGSLG demo)
Key messages rehearsed (problem, solution, ROI, Mining Indaba urgency)
Discovery questions printed (reference during call)
Confident, energized, consultative mindset

You’ve got this. Go win Sepfluor! 🚀