Last week, a vendor reached out through a reference, for a project using gamification as a modality.
And while there was a brief outline cited, I wasn’t convinced. I had a myriad questions, and I refused to create a concept note from the bare minimum.
Irritated, the POC (point of contact) had to bring someone else on the call to answer my questions, who then had to bring someone from the client’s side to do the same.
“What made you put collaboration as an ask when the people are Individual contributors?”
“What’s synergy to you?”
“Would you like to explore all the 8 frameworks given by you, or do we only cover the most relavant ones?”
“How did you arrive at these…”
… I kept at it….
After about 35 minutes on call, the POC retaliated, “you ask so many questions!! No trainer has asked us questions before. They just work with the brief given to them”
“These are very relavant questions but we have never been asked, so we don’t know. Give us 3-4 hours to get back to you with these answers please”, the client quipped.
After 2 days, they reverted with the updated desired outcomes, and revised expectations. There was an 80% change.
Once again, I’m reminded of the power of sharp diagnosis, and that there’s no need to be afraid to ask questions to the client, to not take things on face value, and to not draw out concept notes without full information.
This little extra step, goes a long long way in fostering trust and establishing long-term relationships.
“Nobody’s questioned us before. Let us get back to you in 3 hours”
