22. From your perspective, given everything we've
discussed,
what would be a helpful follow-up to this meeting?
Developing a Need
23. How much do you think this is costing you?
24. What do you think it's worth to fix this?
25. How is this affecting other aspects of your business? (sales,
costs,
productivity, morale, etc.)
26. How do you know that. . .? (turnover is high, productivity is
low, risks
are not being well managed, etc.)
27. Who in your organization really owns this problem?
28. If an effective solution is found, how will it affect your own
job?
29. Why is this important to you right now?
30. Is this one of your top three or four priorities?
31. How much time do you personally devote to this issue?
32. Can you give me an example of that?
33. If you do not address this (problem/opportunity, etc.), how
might your business be impacted?
34. What solutions have you already
tried and how successful
were they?
35. What kinds of organizational resistance will there be to this
change?
36. Is there anything I haven't asked about that you think is
relevant to understanding this issue?
Understanding Aspirations and Goals
37. Where will your future growth come from?
38. How do you think your current
strategy is going to change,
given trends such as. . .?
39. Why have you been successful so far? How will those reasons
change in the future?
40. You've already reached some
important milestones and
accomplished an enormous amount. Where do you go from here
in terms of future improvements in performance?
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