Oct 15, 2007

Questions in Consulting

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.