When going into running a workshop, having a sales call or getting to know a new prospect’s situation, I’ve come to get prepared-unprepared.
WTH you mean, Rod?
That you come with a rough idea of the context, so you can better grasp the nuances of the situation. However, going in at the same time with the unpreparedness to approach things with curiosity and in spirits of having a conversation.
In a convo, you get to listen to understand, to make deeper questions, to challenge what you and your counterpart believe. To probe so that you get a different perspective.
On your client’s side, it helps them get to think what they know, but not to overthink. To go with their gut.
And this helps them keep an open mind to explore the overseen.
That’s how you get to start finding the gaps.