Understanding the Client’s Business and Industry
It is important to realize that clients do not expect you to know as much about their business as they do. Nor do clients expect you to know that much about how their organization works, let alone the client’s specific problems. However, clients do expect you to have done your homework by studying certain key information sources (shown in Table 4.2). By studying as many of these as possible, the consultant will find it easier to develop a strategy and structure for the prospective client meeting and a set of questions that must be asked in order to understand the client’s problem.
TABLE 4.2 SOURCES OF INFORMATION FOR PREPARING A CLIENT MEETING ...
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