I always, always, always ask each individual, “If it was completely up to you, what three things would you change about your existing system?” Then ask, “What are the three best things about your existing system?” If appropriate, ask, “What are the three things you’d like demonstrated when I come back?” Basically, these are three ways of asking the same question, right? Why ask it three different ways? I’ve found if I only ask one question, I get responses like, “I would like the system to be much faster.” Sure, better response time will be a nice thing to highlight, but you need to dig
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