Venture Clienting (PoC) Needs Assessment Framework

Needs Assessments

Once you’ve uncovered a promising lead, a real problem inside the organization, it’s time to dig deeper. That’s what the Needs Assessment is for.

This is your chance to understand:

• What the problem really is
• What kind of solution might work
• Whether the opportunity is worth taking forward in Venture Clienting

In other words: is this something we can (and should) solve with a startup?

The 5 Core Questions of a Needs Assessment

In every needs assessment, you’re trying to answer these five questions:

1. What is the actual need?
2. What’s the problem? What kind of solution would help?
3. Is there urgency?
4. Do they want to solve it now or “someday”?
5. Is the person you’re speaking to the decision-maker?
6. Or do you need to bring someone else into the conversation?
7. Is there a budget?
8. If not, could it be found if the need is strong enough?
9. What’s the business impact potential?
10. Could solving this generate additional revenue, reduce cost, or create efficiency?

If the answer to any of these is a hard “no”, it doesn’t mean you stop immediately, but it tells you how to proceed. For example:

• No urgency? Park it and follow up later.
• No authority? Involve someone who has it.
• No budget? Maybe central innovation can cover the PoC costs.
• No clear impact? Ask: why are we solving this?

How to Structure the Conversation

A needs assessment usually follows this flow:

1. Intro: Set the scene
2. Briefly explain Venture Clienting and how it can help. Adjust your tone based on where your organization is, if you’re still proving the model (START/GROW), show excitement. If you’re in SCALE mode, be more selective.
3. Understand the problem: Ask questions like:
   • “Can you explain the problem in your own words?”
   • “What’s the process today?”
   • “Have you already tried to solve it?”
   • “Have you seen any solutions or startups that looked interesting?”
4. Understand the solution
   • “If you could build your dream solution, what would it do?”
   • Ask for must-have vs. nice-to-have features
   • Any restrictions? (e.g. must be based in the EU, must support SAP)
5. Check compliance criteria: Some criteria apply across the whole organization. This is something that you should clarify up front with procurement, IT, legal, and the works council. You shouldn’t need to ask them in every needs assessment, things like:
   • GDPR compliance
   • Server location (e.g. EU-only)
   • Security certifications
   • On-premise requirements
6. Ask for supporting material
   
   • Presentations, screenshots, existing briefings, or anything that helps clarify the problem or desired solution.

Pro Tips for Great Needs Assessments

Summarize in your own words

Even if you’re wrong, it’s a gift. It forces the stakeholder to clarify and helps you avoid misinterpreting key points.

Think like them

If they work in controlling, imagine what their day looks like. What systems do they use? What processes frustrate them?

Stick to 5–7 features

Too few = the search is too broad. Too many = no startup will match.