High-Impact Discovery Questions for Engaging COOs in Logistics
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Summary:
For COOs in logistics, every decision comes down to operational efficiency, scalability, and margin control. Your discovery calls need to surface pain points around bottlenecks, visibility gaps, and workflow inefficiencies and position your Productivity/Ops SaaS as the solution.
Here’s a set of 30 strategic discovery questions, organized by real-world operational challenges, to help you drive deeper conversations:
1. Process Bottlenecks & Efficiency Gaps
- Where do you see the most operational bottlenecks in your logistics workflows today?
- How are you tracking and addressing delays across your network?
- What’s your team’s process for identifying and fixing recurring inefficiencies?
- Which manual processes are eating up the most time?
- If you could automate one high-volume workflow tomorrow, what would it be?
2. Visibility & Data-Driven Decisions
- How confident are you in your real-time visibility across operations?
- What’s your process for monitoring KPIs across multiple regions or hubs?
- Are there blind spots in your reporting that create surprises downstream?
- How do you currently share operational data with other stakeholders (e.g., CFO, VP Supply Chain)?
- What tools are you using to aggregate and analyze ops data today?
3. Scaling Operations Without Adding Headcount
- As demand grows, how are you planning to scale your operations team?
- What’s holding you back from increasing throughput without hiring more people?
- How do you ensure operational consistency across distributed locations?
- Are there challenges in onboarding new team members into your workflows?
- What’s your vision for a lean, scalable operations model?
4. Cost Optimization & Margin Protection
- Where are your highest operational costs today?
- How do you prioritize cost reduction without hurting service levels?
- Are there hidden costs in your workflows that aren’t obvious at first glance?
- What’s your process for approving or tracking unexpected spend in operations?
- If margins tightened by 5% next quarter, where would you adjust first?
5. Collaboration Across Teams & Vendors
- How effectively are operations, finance, and customer teams collaborating today?
- Where do handoffs between teams or vendors break down most often?
- How do you currently communicate workflow updates across teams?
- Are vendors aligned with your operational KPIs?
- How much time do managers spend firefighting vs. optimizing processes?
6. Strategic Growth & Future-Readiness
- What technology investments are you considering to future-proof operations?
- How do you plan for unexpected surges in demand or supply chain disruptions?
- Are there areas where you’re still reliant on spreadsheets or legacy systems?
- How do you evaluate success when adopting new ops tools?
- If you could eliminate one operational headache this year, what would it be?
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