You: “What happens if we don’t win?” Champion: “It’ll be a shame, but I guess we’ll try to carry on as we did before.” You: “What will that mean for you?” Champion: “Well, my team will be stretched, and we may have a tougher time hitting our annual numbers.” You: “will that impact your bonus?” Champion: “Yes.” BINGO. We now know financial gain is their vested interest. You could swap your last question for “Would that impact your chances of being promoted?” OR “Would that impact your chances of you winning awards?”
