The Discovery Inversion

The chart is an upside-down funnel showing how often consultants lead with each kind of question. Seventy percent open with "what are your goals?" - hopeful, and pointed at where a company wants to go. Only ten percent open with "walk me through your last five wins" - solid proof of where the company already has an edge. Goals drift because they're wishes; a position built on real wins holds because it's built on evidence.