properly evaluate client needs we do more than just listen to clients tell
us what they need. We probe and we ask questions until we believe we
truly understand those needs and the relevant issues. Effective research is more than just giving the client
answers to the questions they have. It is also about helping them determine what questions need to be asked.
For example, if the issue is
about the declining scholastic performance of children and one starts asking
what's wrong with the kids, one may fail to ask what might be wrong with the
schools. Often, we are able to identify
assumptions about the environment so ingrained in a client organization that
no one thinks to question them. Assumptions that may have supported
successful outcomes in the past may have become outdated.