Good SEs ask the right questions.
Great SEs change the direction of the conversation.
Good SEs gather requirements.
Great SEs surface tension.
Good SEs confirm understanding.
Great SEs reframe the problem.
The difference isn’t technical depth.
It’s intent.
Discovery stops being a phase when it starts influencing decisions, not just demos.
A simple self-check:
Did discovery change what the customer is prioritizing, or just how you plan to present?