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Many EdTech founders think discovery is about gathering information. They go into a meeting, ask a few questions about the district's needs, take a few notes, and then move on to the presentation. Discovery done. But that's not real discovery. That's just going through a checklist. Real discovery is when your relationship with the district either begins to grow, or it doesn't. This is the moment when the administrator decides if you really care about their situation or if you

If you're an EdTech founder, there's a good chance you're getting meetings with school districts. You've built a product that works, you've got a story to tell, and you're able to get in front of the right people. That part isn't the problem. The real challenge comes after the meeting. You walk out feeling good. The administrator seemed interested. You showed them what the platform can do and answered their questions. They told you they'd be in touch. But a week goes by, then