What your clients ask for vs what they want

Learning to decipher the difference between what your clients ask you to do and what they really want is a necessary consulting skill.

A client might ask me to build out a report so they can solve some business problem. 

What they actually want is the underlying data asset that allows for this analysis. Think year over year comparisons, breaking out sales by segment, understanding customer behavior, etc. Don’t always be a “yes” man (or woman) – focus on building what makes the impact at scale.

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