Lesson 4. Choosing the Best Case#
Why This Matters#
A client may have 10 tasks. Your job is to choose the one to start with.
Key Idea#
Start with a "quick win + high impact" task
The first successful project opens the door for the next ones.
Criteria for Choosing the First Case#
1. Fast Implementation
Why it matters:
- client sees results quickly
- less risk of losing interest
- faster feedback
Ideal timeline: 1–2 weeks from start to launch.
2. Measurable Impact
Why it matters:
- easy to demonstrate value
- can be converted to money
- basis for selling next projects
Example metrics:
- save X hours per week
- reduce inquiries by Y%
- increase conversion by Z%
3. Low Risk
Why it matters:
- errors are not critical
- fallback exists (human can always take over)
- client stays calm
4. Data Is Available
Why it matters:
- no time spent on collection
- can start right away
"Impact / Complexity" Matrix#
High impact
↑
B | A
------|------
D | C
→
Low complexity
Zone A (high impact, low complexity):
- ideal cases, start here
- examples: FAQ bot, booking agent
Zone B (high impact, high complexity):
- good cases, but for the second wave
- examples: CRM integration, complex scenarios
Zone C (low impact, low complexity):
- can be done quickly, but impact is small
- examples: minor improvements
Zone D (low impact, high complexity):
- not worth taking on, low ROI
- examples: overcomplicated solutions without clear benefit
Rule: start with Zone A, move to Zone B after the first success.
How to Present Your Choice to the Client#
Bad: "I'll build you a bot"
Good: "I analyzed your processes and found 3 tasks for automation. I suggest starting with an FAQ bot: it will handle 60% of questions, save 15 hours a week, and we can deliver it in 1 week. Agreed?"
Presentation structure:
- Problem: "Your managers spend 15 hours/week on standard questions"
- Solution: "An FAQ agent will answer 60–70% of questions automatically"
- Impact: "Saving 10–12 hours/week = 40–50 hours/month = ~25,000 RUB/month"
- Timeline: "Launch in 1 week"
- Risks: "If the agent can't handle it, it hands off to a human — safe"
- Next step: "After that we can add a booking agent — another +8 hours saved"