My discovery period is not the most time comsuming part of the process but happens before the client decides to move forward, here I will walk around with them to learn how they are currently setup and make recommendations and this is my time to gain trust and have them be comfortable doing business with me. The most time consuming part of my service process is after the sales cycle has been finalized and it's time to get the office setup with new equipment. This is the time where I go around to each person in the office and setup their computers personally and connect everything per the clients requests. During this time I am able to get to know everyone in the office that will be using the service and connect on a more personal level, giving them my information and learning about their business and their role in the business. Usually, I will bring coffee or snacks during this time and make it a more personal relationship and ask for referrals. I like them to know they can call me anytime for help and that I will be available for anyone in the office that may need assistance.