Selling AI-enabled transformation without knowing a client’s AI readiness is like prescribing medicine without a diagnosis. In this chapter, we focus on building assessments that measure exactly that and not just whether a business wants AI, but whether it’s capable of using it well.

We’ll break down the dimensions that matter most, data maturity, cultural openness, leadership alignment, technical infrastructure and how to assess them quickly without drowning in detail. I’ll share the frameworks I’ve used to help clients see the gap between ambition and reality, and how that gap becomes the most powerful sales lever you have, with a deep dive into TPE’s AI readiness assessment.

By the end, you’ll know how to turn an AI readiness assessment into both a diagnostic tool and a trust-building conversation that naturally leads to the next engagement.

Next up: Chapter 8, how to prove the impact of AI-enhanced maturity assessments once they’re in play. Because showing ROI is the ticket to the next sale.