This seemed like a good question to ask you consultants. I am not a consultant, but my company is going to meet with another company tomorrow about ISD consultation work.

The potential client company is a small division of a rather large multinational. This division produces a set of equipment as one product. They have an instructor-led (I believe) course that they deliver on how to set up and use the equipment, but they are not happy with the current course at all. That is all I know. I am trying to prep for the meeting.

What types of questions do you ask a potential client to evaluate and to get the best idea of their courses and their wants? How do you proceed in the discussion in order to win the contract?

Thanks in advance for any help.

This is a preference...not the only way to go about this...

Be prepared to ask open ended questions (one's they can't answer with a simple yes or no? Listen and respond to what they say...not what you offer. Remember, you can learn a lot more with your ears than your mouth .

Ask questions about the product itself...how it is made, how it is sold, how it is physically distributed/delivered. Find out about their typical customer. How do they know it's not working? What are their expectations when it comes to a successful learning event?

You may discover a simple disconnect they have overlooked right in the middle of the conversation...an ah-ha. You may also discover systemic issues that get in the way of meeting expectations.

Regardless, this is a scoping meeting...not a problem solving meeting. Don't try to solve anything...rather...demonstrate you know how to ask great questions.

quote:

Be prepared to ask open ended questions (one's they can't answer with a simple yes or no? Listen and respond to what they say...not what you offer. Remember, you can learn a lot more with your ears than your mouth Wink

Odlično!

Thank you. I received your advice right when I needed it, and went to the meeting feeling prepared.