Matt: What are some strategies for helping clients define their main problem?

Bob: Usually when I go and do a demonstration for the first time with a client, I take the first two or three minutes and ask them what they’re looking for, instead of coming with a preset idea of what I am going to be delivering them. That always gets the juices flowing. It helps me understand that each company has a unique set of requirements that need to be fulfilled. Asking questions and listening to them is our main strategy. Also, asking lots of questions of them when we don’t understand and then delivering within scope, schedule, and cost is important.

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