fraim-framework 2.0.55 → 2.0.56

package/dist/registry/workflows/customer-development/interview-preparation.md

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+# Interview Preparation Workflow
+
+## INTENT
+To help Product Managers prepare for customer interviews by researching specific customers, personalizing questions, and creating structured interview templates that maximize learning and relationship building.
+
+## PRINCIPLES
+- **Deep Customer Research**: Thoroughly research customer background and context
+- **Personalized Approach**: Tailor questions and approach to specific customer
+- **Structured Preparation**: Create comprehensive interview templates
+- **Relationship Focus**: Prepare for building rapport and trust
+- **Mom Test Compliance**: Follow Rob Fitzpatrick's Mom Test principles - focus on pain points, not solutions
+
+## WORKFLOW TRIGGER
+**PM explicitly starts this workflow**:
+- "Starting Interview Preparation for [Customer Name]"
+- "I want to prepare for the interview with [Customer Name]"
+- "Following the interview preparation workflow"
+
+## INPUT REQUIREMENTS
+**PM provides**:
+- Strategic recommendations document from Strategic Brainstorming
+- Customer name and company
+- Interview date and duration
+- Additional unstructured thoughts/context about this specific customer
+
+## CRITICAL OUTPUT REQUIREMENT
+**🚨 YOU MUST CREATE A FILE - DO NOT JUST PROVIDE TEXT OUTPUT 🚨**
+
+**REQUIRED FILE CREATION:**
+1. **FIRST**: Retrieve template using: `get_fraim_file({ path: "templates/customer-development/customer-interview-template.md" })`
+2. **THEN**: Create file at: `docs/customer-development/[customer-name]-interview-prep.md`
+3. **FILL**: Complete all template sections with research findings
+
+**DO NOT:**
+- Provide research findings as chat output only
+- Skip file creation step
+- Create partial documents
+
+**YOU MUST:**
+- Create the actual markdown file
+- Use the specified template
+- Save to the exact file path format shown above
+
+## AI AGENT PROCESS
+
+### Step 1: Comprehensive Multi-Source Research
+**AI Agent Research Process**:
+
+#### Step 1a: LinkedIn Research (Deep Profile Analysis)
+1. **LinkedIn Research (Deep Profile Analysis)**
+   - Navigate to LinkedIn and search for customer by name and company
+   - **Click on the customer's name/profile in search results** to access their full profile page
+   - **Wait for profile page to load completely** before extracting information
+   
+   **Profile Information Extraction:**
+   - **Current role and title** (CRITICAL: Extract exact title for role-based research)
+   - Responsibilities and career progression
+   - Company tenure and experience level
+   - Education background and certifications
+   - Skills and expertise areas
+   - Mutual connections and network
+   - Contact information and location
+   - **Product/Project mentions** (if Product Manager or similar role)
+   - **Department/Team information** (if applicable)
+   
+   **Deep Activity Research:**
+   - **Scroll through recent posts** to understand their interests and focus areas
+   - **Analyze post content** - topics they write about, tone, expertise areas
+   - **Check posts they've liked/reshared** to understand their interests and influences
+   - **Look at comments they've made** on other posts to understand their perspectives
+   - **Identify recurring themes** in their content (pain points, interests, expertise)
+   - **Note their communication style** and personality from posts/comments
+   
+   **Professional Insights:**
+   - Note any specific achievements or projects mentioned
+   - Identify thought leadership areas from their content
+   - Understand their professional network and connections
+   - Look for industry insights and opinions they've shared
+   - Take screenshot of profile for reference
+   - **If profile is not accessible, try alternative search terms** (name variations, company variations)
+   - **If still unable to find profile after 3 attempts, STOP and ask PM for help**
+
+#### Step 1b: Role-Based Research Strategy
+**After extracting role/title from LinkedIn, determine research focus:**
+
+**Role Classification:**
+- **Executive/C-Suite Roles** (CEO, CFO, CTO, COO, President, VP, SVP, EVP, Chief, etc.):
+  - Focus: Company-wide information, strategic initiatives, financial performance
+  - Research: SEC filings (if public), annual reports, investor relations, company strategy
+  
+- **Product Management Roles** (Product Manager, Product Owner, Product Lead, Head of Product, etc.):
+  - Focus: Product-specific information, product performance, product challenges
+  - Research: Product reviews, product sales data, product roadmap, product market position
+  
+- **Engineering/Technical Roles** (Engineer, Developer, Architect, CTO, VP Engineering, etc.):
+  - Focus: Technical stack, engineering challenges, technology adoption
+  - Research: Technology stack, engineering blog posts, technical challenges
+  
+- **Other Roles**:
+  - Focus: Role-specific context and department/team information
+  - Research: Department-specific information, role-specific challenges
+
+2. **Web Search Research (Role-Adaptive Company & Context Research)**
+
+   **For Executive/C-Suite Roles:**
+   - Search for company SEC filings: "[Company Name] SEC filings 10-K 10-Q annual report"
+   - Search for company financial performance: "[Company Name] earnings revenue stock performance"
+   - Search for company strategy: "[Company Name] strategic initiatives growth plan"
+   - Search for company challenges: "[Company Name] challenges risks operational issues"
+   - Search for company news: "[Company Name] recent news acquisitions partnerships"
+   - Search for industry position: "[Company Name] market position competitive landscape"
+   - Search for customer by name: "[Full Name] [Company] interview article CEO strategy"
+   
+   **For Product Management Roles:**
+   - Search for product information: "[Product Name] reviews features pricing"
+   - Search for product performance: "[Product Name] sales revenue market share"
+   - Search for product challenges: "[Product Name] problems issues complaints"
+   - Search for product roadmap: "[Product Name] roadmap updates features"
+   - Search for product market position: "[Product Name] vs competitors comparison"
+   - Search for product news: "[Product Name] recent updates launches"
+   - Search for customer by name: "[Full Name] [Product Name] product manager"
+   - Search for company context: "[Company Name] product strategy [Product Name]"
+   
+   **For Engineering/Technical Roles:**
+   - Search for technology stack: "[Company Name] technology stack engineering"
+   - Search for technical challenges: "[Company Name] engineering challenges technical debt"
+   - Search for customer by name: "[Full Name] [Company] engineer technical"
+   
+   **For All Roles (General Research):**
+   - Search for industry trends: "[Industry] calendar management challenges 2024"
+   - Search for company culture: "[Company Name] work culture remote hybrid"
+   - Look for press releases, interviews, or articles featuring the customer
+   - Research company's calendar/meeting culture and policies
+
+3. **Professional Background Research**
+   - Search for previous companies and roles: "[Name] [Previous Company]"
+   - Look for career progression patterns and industry experience
+   - Research any public speaking engagements or conference appearances
+   - Check for published articles, blog posts, or thought leadership content
+   - Look for awards, recognitions, or professional achievements
+
+4. **Social Media & Content Research**
+   - Search for their Twitter/X profile and recent activity
+   - Look for Medium articles, Substack newsletters, or personal blogs
+   - Check for YouTube videos, podcasts, or speaking engagements
+   - Research any GitHub profiles or technical contributions
+   - Look for Quora answers or other professional Q&A platforms
+
+5. **Role-Specific Intelligence Research**
+
+   **For Executive/C-Suite Roles:**
+   - Research company's SEC filings and public disclosures (if public company)
+   - Research company's financial performance and investor relations
+   - Research company's strategic initiatives and growth plans
+   - Research company's operational challenges and risk factors
+   - Research company's M&A activity and acquisitions
+   - Research company's competitive position and market share
+   - Research company's organizational structure and leadership changes
+   - Research company's stance on AI adoption and digital transformation
+   
+   **For Product Management Roles:**
+   - Research product's market position and competitive landscape
+   - Research product reviews, ratings, and customer feedback
+   - Research product sales data and revenue (if publicly available)
+   - Research product roadmap and feature announcements
+   - Research product challenges and known issues
+   - Research product's target market and customer segments
+   - Research product's pricing strategy and business model
+   - Research product's technology stack and technical capabilities
+   
+   **For Engineering/Technical Roles:**
+   - Research company's technology stack and engineering practices
+   - Research company's engineering blog and technical content
+   - Research company's technical challenges and engineering priorities
+   - Research company's development processes and methodologies
+   
+   **For All Roles (General Intelligence):**
+   - Research company's calendar/meeting management tools and policies
+   - Look for company culture around remote work and meeting practices
+   - Research any recent organizational changes or team restructuring
+   - Research competitive landscape and company's market position
+
+**CRITICAL: LinkedIn Research Failure Protocol**
+- **If unable to find customer on LinkedIn after 3 search attempts:**
+  - STOP the research process immediately
+  - Inform PM: "I was unable to locate [Customer Name] on LinkedIn after trying multiple search variations. Could you please provide their LinkedIn profile URL or additional details to help me find them?"
+  - **Do NOT proceed with incomplete research**
+  - **Do NOT create interview prep document without LinkedIn profile**
+  - Wait for PM to provide LinkedIn URL or additional information before continuing
+
+### Step 2: CREATE INTERVIEW PREP DOCUMENT FILE
+**🚨 CRITICAL: YOU MUST CREATE AN ACTUAL FILE 🚨**
+
+**AI Agent File Creation Process:**
+1. **RETRIEVE TEMPLATE**
+   - Use: `get_fraim_file({ path: "templates/customer-development/customer-interview-template.md" })`
+   - This gets the unified customer interview template
+
+2. **CREATE FILE**
+   - File location: `docs/customer-development/[customer-name]-interview-prep.md`
+   - Replace `[customer-name]` with actual customer name (lowercase, hyphenated)
+   - Example: `docs/customer-development/john-smith-interview-prep.md`
+
+3. **FILL TEMPLATE SECTIONS**
+   - Complete customer overview with LinkedIn research
+   - Add professional background with career progression
+   - Include key insights for interview
+   - **Add role-specific context section**:
+     - **For Executives**: Company overview, financial context, strategic initiatives
+     - **For Product Managers**: Product overview, product performance, product challenges
+     - **For Engineers**: Technical context, technology stack, engineering challenges
+     - **For Other Roles**: Role-specific context and department information
+
+4. **DEVELOP INTERVIEW STRATEGY**
+   - Create conversation starters using mutual connections
+   - Add research notes and **role-appropriate context**:
+     - **For Executives**: Company performance, strategic initiatives, recent acquisitions
+     - **For Product Managers**: Product performance, product challenges, product roadmap
+     - **For Engineers**: Technical challenges, technology adoption, engineering practices
+   - Include strategic context integration
+
+5. **GENERATE DYNAMIC QUESTIONS (Mom Test Compliant)**
+   - Create priority questions based on strategic document assumptions
+   - Generate validation questions to test specific hypotheses
+   - Develop follow-up questions based on customer background
+   - **Include role-specific questions**:
+     - **For Executives**: Questions about company-wide challenges, strategic priorities, organizational processes
+     - **For Product Managers**: Questions about product challenges, product development processes, product-market fit
+     - **For Engineers**: Questions about technical challenges, development processes, technology adoption
+   - **Ensure all questions follow Mom Test principles**:
+     - Focus on past behavior and specific examples
+     - Avoid hypothetical questions about future behavior
+     - Don't mention our solution or product
+     - Ask about their current process and pain points
+     - Use "Tell me about a time when..." format
+     - Ask about the last time they experienced the pain point
+
+### Step 3: Strategic Integration
+**AI Agent Strategic Process**:
+1. **Connect to Strategic Document**
+   - Map customer to specific customer segments
+   - Identify which assumptions to validate with this customer
+   - Note hierarchy level and decision-making authority
+
+2. **Create Targeted Questions**
+   - Generate questions that test specific strategic assumptions
+   - Ensure questions are personalized to customer's role and background
+   - Focus on validating key hypotheses from strategic document
+
+## FINAL OUTPUT DELIVERABLE
+
+### 🚨 REQUIRED: Comprehensive Interview Prep Document FILE 🚨
+**Template**: Retrieved via `get_fraim_file({ path: "templates/customer-development/customer-interview-template.md" })`
+**File Location**: `docs/customer-development/[customer-name]-interview-prep.md`
+
+**CRITICAL REQUIREMENTS:**
+- **MUST CREATE ACTUAL FILE** - Not just chat output
+- **MUST USE TEMPLATE** - Retrieved from templates directory
+- **MUST SAVE TO SPECIFIED PATH** - Exact format shown above
+
+**File Creation Process**:
+1. Retrieve the unified customer interview template
+2. Create new file with customer name in filename
+3. Fill in comprehensive customer overview with LinkedIn research
+4. Add professional background and key insights for interview
+5. Create conversation starters and research notes
+6. **Generate dynamic questions** based on strategic document assumptions
+7. **Create validation questions** to test specific strategic hypotheses
+8. **Create follow-up questions** based on customer background
+
+## EXAMPLES
+
+### Good: Comprehensive Interview Preparation
+```
+Input: Strategic recommendations document + "Let's prepare for interview with [Customer Name] at [Company Name]. I know they're on an AI-forward team there."
+
+AI Agent Research Process:
+1. LinkedIn Research:
+   - Navigate to LinkedIn and search for "[Customer Name] [Company Name]"
+   - **Click on [Customer Name]'s name in search results** to access their profile page
+   - **Wait for profile page to load completely**
+   - Extract profile information: "Principal Group Product Manager at [Company Name] [Product Name], [X]+ years at [Company Name]"
+   - **Role Classification**: Product Management Role → Focus on product-specific research
+   - **Scroll through recent posts** to understand their focus areas
+   - **Analyze post content**: Found posts about AI deployment challenges, product management philosophy
+   - **Check liked/reshared content**: Interested in AI ethics, enterprise productivity, team leadership
+   - **Look at comments**: Engages thoughtfully on AI adoption and change management topics
+   - **Identify themes**: AI deployment, product-led growth, customer-centric approach
+   - **Note communication style**: Professional, thoughtful, customer-focused
+   - Take screenshot of profile for reference
+
+2. Role-Adaptive Web Search Research (Product Manager Focus):
+   - Search "[Product Name] product reviews features"
+   - Search "[Product Name] product roadmap updates"
+   - Search "[Product Name] product challenges issues"
+   - Search "[Product Name] vs competitors comparison"
+   - Search "[Customer Name] [Product Name] product manager"
+   - Search "[Product Name] recent updates [Year]"
+   - Search "[Company Name] calendar management policies hierarchy"
+   - Found recent articles about [Company Name]'s AI integration challenges
+   - Discovered [Company Name]'s hybrid work policies and meeting culture
+   - Found product-specific information about [Product Name]
+
+3. Professional Background Research:
+   - Research previous roles at [Company Name]
+   - Look for speaking engagements or conference appearances
+   - Check for published articles or thought leadership content
+   - Found their contributions to [Company Name]'s AI strategy discussions
+
+4. Social Media & Content Research:
+   - Search for Twitter/X activity
+   - Look for Medium articles or personal blogs
+   - Check for YouTube videos or podcast appearances
+   - Found their engagement in AI ethics discussions
+
+5. Role-Specific Intelligence Research (Product Manager Focus):
+   - Research [Product Name] product market position
+   - Research [Product Name] product reviews and customer feedback
+   - Research [Product Name] product roadmap and features
+   - Research [Product Name] product challenges and known issues
+   - Research [Company Name]'s calendar management tools and policies (context for product)
+   - Look into [Company Name]'s AI adoption strategy (relevant to product)
+   - Research organizational structure and hierarchy policies (context for product)
+   - Found information about [Company Name]'s meeting culture and remote work policies
+
+3. Strategic Integration:
+   - Map to "[Company Name] executives" segment from strategic recommendations
+   - Connect to "hierarchy-aware scheduling" validation needs
+   - Identify AI delegation comfort assumptions to test
+
+AI Agent Output:
+- **CREATED FILE**: `docs/customer-development/[customer-name]-interview-prep.md`
+- Detailed customer overview with LinkedIn research
+- Professional background with career progression
+- **Product-specific context section**: [Product Name] product overview, product challenges, product roadmap
+- Strategic context integration
+- **Role-appropriate questions** (Product Manager focus):
+  - **Product-specific questions**: "Tell me about the last time [Product Name] faced a significant product challenge. What happened?"
+  - **Product development questions**: "Walk me through how you prioritize features for [Product Name]. What's that process like?"
+  - **Product-market fit questions**: "How do you currently understand customer needs for [Product Name]? What does that research look like?"
+- **Mom Test compliant questions**: 
+  - "Tell me about the last time you had to reschedule a meeting due to a VP conflict"
+  - "Walk me through what happened when you had to move your 1:1s for an urgent VP meeting"
+  - "How do you currently decide which meetings to move when conflicts arise?"
+- **Validation questions**: "What was the most frustrating calendar conflict you dealt with recently?"
+- **Follow-up questions**: "How did that situation get resolved, and what would you have done differently?"
+- Conversation starters: Reference mutual connections, shared [Company Name] experience, [Product Name] product context
+```
+
+### Good: Executive Role Research (CEO Example)
+```
+Input: Strategic recommendations document + "Let's prepare for interview with [Customer Name] at [Company Name]. They're the CEO."
+
+AI Agent Research Process:
+1. LinkedIn Research:
+   - Extract profile information: "Chief Executive Officer at [Company Name]"
+   - **Role Classification**: Executive/C-Suite Role → Focus on company-wide research
+   
+2. Role-Adaptive Web Search Research (Executive Focus):
+   - Search "[Company Name] SEC filings 10-K 10-Q annual report"
+   - Search "[Company Name] earnings revenue stock performance"
+   - Search "[Company Name] strategic initiatives growth plan"
+   - Search "[Company Name] challenges risks operational issues"
+   - Search "[Company Name] recent news acquisitions partnerships"
+   - Found: [Company Name] is publicly traded (NASDAQ: [TICKER]), operates [X,XXX]+ [business units], recent [Country] acquisition
+   
+3. SEC Filings Research:
+   - Research [Company Name] 10-K filing: Found cybersecurity risks, financial obligations, operational challenges
+   - Research [Company Name] 8-K filings: Found recent acquisitions, material agreements
+   - Research [Company Name] 10-Q filings: Found quarterly financial performance
+   
+4. Company Intelligence Research (Executive Focus):
+   - Research [Company Name]'s financial performance and investor relations
+   - Research [Company Name]'s strategic initiatives and growth plans
+   - Research [Company Name]'s operational challenges and risk factors
+   - Research [Company Name]'s M&A activity and acquisitions
+   - Research [Company Name]'s competitive position and market share
+
+AI Agent Output:
+- **CREATED FILE**: `docs/customer-development/[customer-name]-interview-prep.md`
+- Detailed customer overview with LinkedIn research
+- **Company overview section**: [Company Name] stock information, business model, [business unit] count, recent acquisitions
+- **SEC filings insights**: Cybersecurity risks, financial obligations, operational challenges
+- **Strategic context**: Recent [Country] acquisition ([XX] [business units]), debt retirement, active M&A strategy
+- **Role-appropriate questions** (Executive focus):
+  - "I noticed [Company Name] recently acquired [XX] [business units] in [Country]. Tell me about the process of integrating those..."
+  - "With [X,XXX]+ [business units] across [X] countries, how do you ensure consistent processes..."
+  - "As a public company, how does [Company Name] balance process rigor with the need to move quickly..."
+```
+
+### Bad: Generic Preparation
+```
+Input: "Prepare for interview with [Customer Name]"
+
+AI Agent Output:
+- **FAILED TO CREATE FILE** - Only provided chat output
+- Generic template with no personalization
+- No LinkedIn research or customer background
+- Standard questions for any customer
+- No strategic context integration
+- No conversation starters or demo prep
+- No follow-up planning
+
+Result: Unprepared interview, missed opportunities, poor rapport building
+```
+
+### Bad: Proceeding with Incomplete Research
+```
+Input: "Prepare for interview with John Smith at Acme Corp"
+
+AI Agent Process:
+- Searches LinkedIn for "John Smith Acme Corp"
+- Cannot find profile after 3 attempts
+- **INCORRECTLY proceeds with incomplete research**
+- **INCORRECTLY creates prep document with missing LinkedIn insights**
+
+AI Agent Output:
+- **CREATED INCOMPLETE FILE** with missing critical customer insights
+- Generic questions not based on actual customer background
+- No personalized conversation starters
+- **Should have stopped and asked PM for help**
+
+Result: Poor interview preparation, missed opportunities, wasted time
+```
+
+### Good: Proper Failure Handling
+```
+Input: "Prepare for interview with John Smith at Acme Corp"
+
+AI Agent Process:
+- Searches LinkedIn for "John Smith Acme Corp"
+- Tries variations: "John Smith", "J. Smith Acme", "Smith Acme Corp"
+- Cannot find profile after 3 attempts
+- **STOPS and asks PM for help**
+
+AI Agent Output:
+- "I was unable to locate John Smith on LinkedIn after trying multiple search variations. Could you please provide their LinkedIn profile URL or additional details to help me find them?"
+- **Waits for PM response before proceeding**
+- **NO FILE CREATED until complete research is possible**
+- **Ensures complete research before creating prep document**
+
+Result: High-quality interview preparation with complete customer insights
+```
+
+## SUCCESS METRICS
+- **Research Accuracy**: 90% of pre-filled customer context is accurate
+- **LinkedIn Research Quality**: Comprehensive profile analysis with screenshots
+- **Question Relevance**: Personalized questions based on customer background and role
+- **Strategic Integration**: Clear connection to strategic recommendations and assumptions
+- **Time Efficiency**: PM spends 30 minutes preparing instead of 2 hours
+- **Interview Quality**: Better rapport, deeper insights, and more targeted conversations
+- **Documentation**: Comprehensive prep documents for future reference and team sharing