We all know the 80-20 rule. What about the (70 : 30) Squared Rule?
The (70 : 30) Square Rule says when you are having an initial context discussion with a client, client should be speaking 70% of the time, and consultant should be speaking 30% of the time. And when the consultant is speaking, 70% of that 30% should be asking questions.
Once we’re in the room, the goal is not to establish our credibility, but to deeply understand the problem.
It is hard to self-monitor to actually know how much time we are talking vs. asking questions. Consider asking a colleague to join you and give you feedback. Or record a call (if legal in your jurisdiction) and listen to yourself.
More thoughts in Episode 159 of Unleashed.