Terry asked on Linkedin: What sorts of questions should a technical consultant ask a client to get a good understanding of the client's needs, frustrations, and goals?
Hi Terry, Irrespective of whether the consulting is technical or not, the same rules apply. Build rapport and confidence. Contract. Collect Data. Report and Implement. Your question typically would get answered in the building rapport and contracting stage. Remember, the initial client may not have all the needs or frustrations.
The big question is, is your initial client the actual client?
During data collection some unexpressed needs might also come to the fore and contracting might be done again. As Peter Block says, it's a dance of engagement and rarely it is obtained at the first meeting. The questions have all been articulated by the other people who have answered.
(They say) In consulting, your are a good consultant not for intelligent solutions but intelligent questions
ReplyDeleteA client doesnt always expects answers each time. But yes, s/he judges a consultant but the questions (rather quality of them).
1) Asking questions would depend on how much of homework you have done - leadership changes, culture, people issues, market perceptions etc.
2) Ensure your questions are in context of your 'homework' to ensure you make a continued impression
3) Your questions would need to be structured and in context. For eg: if you ask for employee morale in IT function and then immediately ask how the application support group overlaps with infrastructure config management - wouldnt be an ideal one