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206 Appendix B
Chapter 3. Gathering the Data
Facts are friendly 52
Don’t accept “I have no idea” 52
Specific research tips 52
Be prepared: write an interview guide 61
When conducting interviews, listen and guide 61
Seven tips for successful interviews 62
Don’t leave the interviewee naked 62
Difficult interviews 63
Always write a thank-you note 63
Don’t reinvent the wheel (Part 2) 76
Chapter 4. Interpreting the Results
80/20 86
Make a chart every day 86
Don’t make the facts fit your solution 87
Make sure the solution fits your client 95
Chapter 5. Presenting Your Ideas
Be structured 105
The elevator test 105
KIS—one message per chart 105
Pre-wire everything 117
Tailor your presentation to your audience 121
Chapter 6. Managing Your Team
Getting the mix right 129
Recruiting McKinsey style 129
Keep the information flowing 137
Take your team’s temperature to maintain morale 143
A little team bonding goes a long way 143
Chapter 7. Managing Your Client
How to sell without selling 160
Be careful what you promise: structuring an engagement 161
Engage the client in the process 165
