From the course: Consulting Foundations: The Concept of Value

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10 questions to unearth value with clients

10 questions to unearth value with clients

From the course: Consulting Foundations: The Concept of Value

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10 questions to unearth value with clients

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- Questions matter. It's great to be in the moment during your scoping conversations and to follow the natural flow, but to be in the moment you need to have taken the time to pull relevant material from the back of your brain. Content about the prospect's organization and personal background and the project details you've already learned. It can also be helpful to have questions at your fingertips in case you're having trouble unearthing value. By the way, it's always useful to prepare like this for important conversations, like candidate interviews or performance reviews. Once you're good at it this kind of prep might take 15 minutes or less and it can make all the difference between a great conversation and a mediocre one. Here are six questions you might want to have in your back pocket when you meet with your next prospect. Question number one, did you have a specific project in mind when you agreed to talk with me? This is always a good place to start a conversation. If they've…

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