It’s close to pointless sending a director out to draw out BD / pre-RFP phase information from a thinker, or a socialiser to do the job at all. Let alone bring it back and document it in detail, and then analyse what further research needs to be done to turn it into meaningful intelligence.
Firstly, you have to assign the right personality type to the task, in terms of what the task entails.
Secondly, you must identify and give close consideration to the personality type and operating style of the client-side parties that the information must be extracted from.
Don’t, for example, send an impatient, in-yer-face type of operator out to deal with a reserved or guarded, deep-thinking, slow-speaking client representative.
