2. What would be useful for you to know about our firm?
3. What prompted your interest in our meeting?
4. In talking to my clients in your industry, I'm struck by a couple
of particular issues they are grappling with. These include: [give
examples]. How would these resonate with you and your
management?
5. How is your organization reacting to. . .? (a recent, important
development in this client's industry or function)
6. How are you handling. . .? (new competition, low-cost imports,
a new regulatory framework, etc.)
7. Is there is a particular competitor you admire?
8. Can you tell me what your biggest priorities are for this year?
9. What are your most significant opportunities for growth over
the next several years?
10. What exactly do you mean when you say. . .? (“risk-averse”,
“dysfunctional”, “challenging,” etc.)
11. Who would you say are your most valuable customers?
12. What would your best customers say are the main reasons
they do business with you?
13. Why do customers stay with you?
14. Why do customers leave?
15. When customers complain, what do they say?
16. How have your customers’ expectations changed over the past
five years?
17. How would you describe the biggest challenges facing your
own customers?
18. What's the driving force behind this particular initiative?
(What is behind the drive to reduce costs, design a new
organization, etc.?)
19. What would “better” (risk management, organizational
effectiveness, etc.) look like?
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