The Art of Asking Probing Questions to Boost Client Satisfaction and Increase Your Win Rate

07/12/23 | 1:00 PM - 2:00 PM EST

About the Webinar

In spite of pervasive myths in our industry, being a successful business developer is less about talking and more about asking insightful probing questions—whether it’s wowing an existing client so they come back for more, or landing a new client. Unfortunately, asking thoughtful questions and listening intently before responding doesn’t come natural to many A/E/C professionals. In this webinar, we’ll dive into these topics and others:

  • The value of open-ended questions in business development
  • What is the “Questions Pyramid”
  • When to ask what questions, and how, in these specific junctures:
    • Better understanding your client’s/prospect’s universe
    • Pre-qualifying/gathering pre-proposal intel
    • Gathering feedback on project performance
    • Identifying future needs/opportunities
  • How can you become better at asking strategic probing questions

Register for the Webinar:


Rich Best from Rob

Rich Friedman

Founder and President
Friedman & Partners

Rich Friedman is Founder and President of Friedman & Partners (www.friedmanpartners.com), a marketing and management consultancy serving the U.S. and Canadian A/E/C industries. The firm’s niche is crafting and implementing growth strategies through market research; strategic market planning; market positioning and PR strategy/implementation; business development consulting and training; mergers and acquisitions research and outreach; and strategic-level retained executive search. Rich has conducted a number of seminars for professional associations and venues and has been featured in ENR, AIA’s Architect and Practice Management Digest, SMPS’ Marketer, NSPE’s PE magazine, and ACEC’s Engineering Inc. Rich earned a B.S. from Cornell University and an M.S. from Penn State University, as well as an MBA from Babson College (where he was a Summa Cum Laude graduate and a Douglas Scholar in Entrepreneurship).