Homework Before the
Call:
Conceptually – Stay outside your comfort
zone.
Use your homework prior to every call to stretch yourself conceptually and
mechanically. Find out what you don't know about your client’s business.
How do they really make money? Who are the individuals in the company
you need to force yourself to ask about? Who should you be gathering
information from that you are reluctant to engage in an interview?
Stretch your thinking in your homework prior to every call. Use it to
stretch your results from the call.
