Skip to content

Assumptions hinder your understanding of client needs.

Clive Griffiths
Clive Griffiths

Assumptions hinder your understanding of client needs.

Let's improve our performance.

Dos and don'ts for client discovery interviews.

Do
- Ask curiosity-led questions
- Seek clarification - often
- Avoid snap judgements

Don't
- Rely on personas and stereotypes
- Assume you already know the client's needs
- Be close-minded to different perspectives

LinkedIn Posts
Clive Griffiths

Clive Griffiths

Related Posts

Members Public

Excellence: unreasonable, unpopular, or seemingly unachievable.

I once consulted with a business where the same mistakes and failures were happening, over and over, in every warehouse they operated. Customers weren’t happy. The staff seemed miserable. The warehouses looked a mess. The board’s verdict was always the same. “We can’t get decent operators on

Excellence: unreasonable, unpopular, or seemingly unachievable.
Members Public

Why do you write all this stuff?

“Why do you write all this stuff?” She asked. Fair question and a simple answer. I get clearer when I write my thoughts down. I’m not writing to persuade you. I’m writing to persuade myself. I’m writing to see things differently. Sometimes when the writing seems useful

Members Public

Does consultative selling work with public sector clients?

Does consultative selling work with public sector clients? In my last post, I recommended Consultative Selling by Mack Hanan. Reading the book, you’d be forgiven for thinking it’s all about commercial business. The language is all about profit improvement. Hanan puts that at the core of client conversations.