There are times when we as consultants or developers find ourselves in a critical meeting which has a material impact on either the prospects of your company or your own career. In a design session or a pre-sales meeting, the aim is to have a meaningful conversation, but we don’t necessarily always get to the real conversation.
While there may be many different situations or reasons as to why this happens, we need to understand how to get past it.
So there are three clear facts:
In order to achieve points 2 and 3, let’s discuss why you don’t get to understanding the problem?
So, it boils down to how you can become a trusted partner. How do you build a deeper relationship with a customer? Here’s my SCORE framework that I find very successful.
Which of these do you think is the most important? Is there something that I missed? Let me know in the comments below.