What does your process look like when you have a hot prospect and know some rough details? Maybe you have a referral from a friend, maybe you have a sales funnel.

Do you have a specific document you have the client fill out before the initial kickoff meeting? How do you handle the project discovery for larger builds or more complicated features? Once you've distilled what the client wants, what's your first deliverable (s) (wireframes, written UX document, estimate, etc?)

I'm trying to improve my process for bringing clients on board. Please share any documents or wireframes that you feel comfortable sharing with us.