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Get Set for Success

Today I was asked: “What are the key things to ensure a really good discovery meeting?” Here was my answer.

  1. Pre-agree the objectives with the customer

What they want to achieve and what you want to achieve from the meeting.

  1. Be present

Listen, watch out for and respond to signals the customer gives. Ask pertinent questions, be willing to question if you are confused by or don’t agree with what the customer says and detach yourself from achieving the outcome you want.

  1. Fully understand before putting forward options

Check you have a full understanding of the customer’s perspective by summarising and then confirming with them.

  1. Review the meeting and agree a plan together

Check back on original expectations, ask their level of commitment/motivation to do something and confirm this by agreeing actions for both you and the customer.

What are your thoughts?