Day 212: A buyer calls month-end reconciliation “a headache,” but that…

💡 Tip — Day 212

A buyer calls month-end reconciliation “a headache,” but that could mean a minor annoyance or a costly fire drill. Ask for the last real instance: “Take me back to the most recent time this happened—what set it off, who got pulled in, and what slipped as a result?” A specific episode reveals the workflow, stakeholders, and consequence without forcing the buyer to estimate from memory. It also gives you their language for the business case. 🎯 Try this today: Add that question to one upcoming discovery agenda, replacing “How big is the impact?”