Events | Client info form

Understanding the client's problem

Using the STAR framework, let’s understand what the client problem is and find out more by using the DOUBTS framework.

Situation questions: “What projects do you have coming up now?” | “What about for the year ahead?” | “What are your key priorities?”

Tension questions: “What’s the gap between where you are now and where you would like to be?” | “How long has this been happening?” | “What have you tried to do about it so far?”

Affect questions: “If this problem continues, what’s the impact?” | “How frustrating is this for you?”

Resolve: “If we could help you solve this problem, would you be interested in Waterline quoting the work?”

Now let’s better understand the problem by using the DOUBTS framework.

Client Name(Required)

First Last

Phone(Required)

Email(Required)

Job title(Required)

DOUBTS FRAMEWORK

D—decision maker(Required)

Is the client the decision maker or one of many stakeholders? “If we issue a quote, who will raise the requisition and approve the Purchase Order?”

O-other stakeholders(Required)

Do we need to engage multiple stakeholders? Ask the client... “Who else needs to approve the quote” or, “Is there someone else we need to engage to make a decision on this quote?”

U-uncovering competitors(Required)

Who else is the client speaking to about this matter? Do they need to source multiple quotes in line with their procurement process? “Are you talking with anyone else / other suppliers to help you on this job?”

B—budget(Required)

What budget is the client working with for their projects overall, for this project, or has access to? What is their approval limit? Note: we can customise Purchase Orders to align with the client's budget approval amount.

T—timings(Required)

What's the timings for this project for the client? How quickly does the problem need to be resolved? What's driving the timeframe? Ask the client “When does this job need to be completed?” “What’s the timeline for raising requisitions and approving these?”

S—solution fit(Required)

Based on what the client has shared, is this a problem that Waterline can help with? “Thanks for your time and sharing the details regarding your projects. I’ll speak to the team and I will come back to you within the next couple of days to let you know if Waterline could do this work for you.”

Additional information

What other information will help us better understand the client's problem?

Your Comments(Required)

Events | Client info form

Understanding the client's problem

DOUBTS FRAMEWORK

Additional information

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