LeanScale Diagnostics
The LeanScale Diagnostic is how we turn a prospect into a customer — and how we keep existing customers on the right track. It's a core part of closing new business, transitioning one-time project customers into embedded engagements, and making sure embedded engagements stay focused on the right things.
How Customers Enter the Diagnostic
Most customers hit the diagnostic through the new business process. They've gone through the initial conversations, they're asking questions like "How many hours do I need?" or "What's the next step?" — and instead of answering all of that directly, we put it to the side and say: before anything, we're going to do some free work for you.
That free work is the diagnostic.
What We Need to Run One
To kick off a diagnostic, we need two things from the customer:
- Access to their systems — primarily their CRM
- A completed intake form
That's it. From there, the diagnostic process takes over.
How It Works
Inside the admin portal, the team selects the type of diagnostic — there are already individual ones built for one-time projects, and a separate flow for embedded engagements.
Once a customer's data is in, the diagnostic API does the heavy lifting. It takes the information from their CRM and their intake form and automatically finds and grades everything based on what it sees in their systems. The results populate into a scorecard view.
From there, an admin can go through the findings, edit and refine the scores, upload transcripts, and make sure everything is graded appropriately before sharing it with the customer.
Findings, Scores, and the Power 10
The diagnostic produces a set of scored findings — a visual scorecard that highlights where the customer's go-to-market operation stands and where the biggest gaps are.
There's also a metrics layer called the Power 10, which gives another angle on the same data. Together, the findings and the Power 10 paint a clear picture of what needs attention.
From Diagnostic to Roadmap
Once everything is scored, the diagnostic generates a roadmap — a phased plan of the work that needs to happen.
Each phase is scoped based on how quickly the customer wants to move. A larger company can start at a base engagement and move at a steadier pace. A company that wants to go fast can choose a bigger engagement and compress the phases.
From the roadmap, the team puts together a statement of work, lines up the first set of projects to knock out, and uses it to set up the pre-kickoff.
Quarterly Iteration
The diagnostic isn't a one-time thing. Every quarter, the team runs it again for existing customers — checking how their scorecard looks, identifying the biggest remaining gaps, and reprioritizing.
Where are the critical issues? Where do we have no visibility at all? Those are the questions the diagnostic answers on an ongoing basis.
A Living Tool
The way the diagnostic looks and works is constantly evolving. The team keeps iterating on it, keeps making it better, and keeps incorporating AI into the process. It's a tool everyone at the company should get familiar with and know how to use — and there will be an environment to practice with it hands-on.
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You just saw how the LeanScale diagnostic works — pulling data from customer systems, scoring their GTM infrastructure, and generating a roadmap. What was your biggest takeaway about how the diagnostic works?