Great Clients are Those You Understand, and to Understand, You Must Listen

To stay out of my own echo chamber, I subscribe to a few blogs. One of those blogs is David Cummins on Start-Up. A few weeks back he released a post titled “Customer Discovery to Understand the Problem.” A few suggestions David provides are:

  • Never lead the witness
  • Ask broad, open ended questions
  • Work to understand how things currently work

In order to follow these rules, you must enter every client encounter free from preconceived ideas about what the client wants and needs. You must be completely open to their perspective and ready to be an expert listener.

Given that we have been talking about Landing a Whale and Giving the Client Ownership, David’s post holds a lot of wisdom. You can read and enjoy the post in its entirety here.

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