45 BEST QUESTIONS TO ASK YOUR CLIENTS TO GET TO KNOW THEM

1. Organizational Priorities

1.1. What is their [company culture?

1.2. What is the decision-making process?

1.3. Who are the most challenging people and what impact do they have?

1.4. What challenges is your business facing now?

1.5. Who are the decision makers and influencers?

1.6. Who else should you be talking to?

1.7. Will they introduce you to their teams to learn client management?

1.8. What is the vision for their company?

1.9. Are they a private or public company? How and when are earnings reported?

2. Supplier Management

2.1. What administration do they have to do? Reports? Presentations? Communications?

2.2. On a scale of 1 to 10, rate this category's importance?

2.3. What are the consequences of inaction?

2.4. More or less time to focus on your category?

2.5. What makes a successful partnership?

2.6. How do they manage suppliers?

2.7. What is their issue resolution process?

2.8. Budget changes this year and how was it forecasted?

3. Your Solution

3.1. What do they think of your products and services?

3.2. Why did you win their business?

3.3. Are you still meeting initial needs?

3.4. Have those needs changed?

3.5. What training would help?

3.6. What issues come up regularly?

3.7. Any wished-for offerings you lack?

3.8. What could be improved?

3.9. What's the number one benefit received?

3.10. Can they easily find what they need?

3.11. How can we make your job easier?

4. Industry Insights

4.1. What does your client do?

4.2. What challenges face their industry? Political, economic, social, technological (PEST)?

4.3. Who are their competitors?

4.4. What makes them unique in the market? Strengths, weaknesses, opportunities, threats (SWOT)

4.5. Are there any trade shows and other events they attend?

5. Point of Contact Priorities

5.1. What problems does your point of contact (POC) need solved?

5.2. What else does your POC do? Other responsibilities?

5.3. What are their big projects now?

5.4. What do they love about their job?

5.5. What do they wish they had more time for?

5.6. What’s keeping them up at night?

5.7. How has their job changed?

5.8. What do they care about?

5.9. What communication works best? Email, phone, in person? Any ideas to improve it?

6. Targets & Metrics

6.1. What results is your POC expected to deliver this year?

6.2. What evidence and tracking do they need?

6.3. What does success look like?

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