Understanding what they need.
WHAT TO ESTABLISH
What the problem is What outcome they want What constraints exist Who decides What has been tried
THE DECIDER QUESTION
Ask who approves the work and the payment.
Discovering later that someone else decides causes delay and disputes.
WHAT TO LISTEN FOR
What they say matters most What they are worried about What a previous supplier did badly
THAT LAST ONE
Tells you what they will watch for.
WHAT TO EXPLAIN
How you work What you need from them What happens next Roughly what it costs
WHAT NOT TO DO
Quote before understanding Promise a timescale before knowing the scope Agree to everything
WHAT TO CONFIRM AFTERWARDS
In writing, what you understood.
That confirmation frequently reveals a misunderstanding early.
WHAT TO ASK AT THE END
Whether there is anything else you should know.
