Knowledge Transfer Protocol.
How to extract what a client knows that you cannot look up, and how to convert it into a marketing input. The second half is the part almost every knowledge-transfer document in circulation leaves out.
What this client knows that you must extract before you are entitled to build anything.
The browser version keeps everything on your device. Nothing you type is sent to aFactor.
What has to be true first.
- A completed Client Handover Pack, or at least the commercial reality section of one.
- Permission to speak to sales and to service, not only to marketing.
- Two or three existing customers the client is willing to introduce you to.
- A recording setup and consent to use it. Memory is not a research method.
Its stated limits.
- It will not work if you delegate the conversations. Extraction is the skill; the transcript is a by-product.
- It will not make a client interesting. Some businesses genuinely have no proprietary knowledge, and finding that out early is worth the effort.
- It does not replace market research. This captures what the client knows, including what they wrongly believe.
- The mapping table is not exhaustive. If knowledge does not fit a row, write a new row rather than discarding it.
5 sections, and what each one makes you write down.
Why this is now the highest-value skill in the role
Part One · Extraction, by source
- Source 1 · founder or owner
- What only the founder knew
- Source 2 · sales
- What only sales knew
- Source 3 · support or service
- What only support knew
- Source 4 · operations or delivery
- What only operations knew
- Source 5 · existing customers
- What only customers knew
Part Two · Conversion into marketing inputs
- Knowledge extracted
- What it feeds
- Role that owns
- Done?
- The single most valuable thing you learned, and what it changes
Part Three · Contradictions
- What was disputed
- Source a said
- Source b said
- Your read, and why
- Which belief is the client most confident about and least able to evidence?
Part Four · The Client Knowledge Asset
- Section
- Content
- Last verified
Questions the template makes you answer.
- Where did the founder and the sales team disagree, and which one is closer to the buyer?
- Which extracted fact would a competitor pay for, and are you treating it accordingly?
- What did you learn that makes the plan you arrived with worse?
- Which of the five sources did you skip, and what did that cost you?
What you are left holding.
A versioned Client Knowledge Asset that every role on the account works from, with a completed conversion table showing which decision each piece of knowledge changed. Portfolio-eligible, and unusually strong evidence. It shows you can get information out of people, which is harder to demonstrate and harder to fake than any campaign result.
Published open. Copy it, adapt it, use it on client work. If you pass it on, keep the attribution line on it.
Sixty-five instruments, eighteen published open.
Each one names the decision it protects, states what it will not do, and ends in something you could defend six months later.