Make sure you're getting the other side to share their personal perspective, something that only they know. Questions focused on the past and the future are great starting places for teasing out that information. Past questions include: "What historical data should we use to benchmark the future improvements we're talking about?", "What's your #1 learning from leading teams on initiatives like this from the past?", "What's the most important experience you've had that's gotten you to this role?", "What would you say has historically been the most important characteristics of an external partner like us?" Future questions get people thinking of ways they want to create value and advance things. Examples include: "What do you think this would look like if it was working well?", "How much do you think we can improve that important metric you mentioned in three years?", "How would people feel if we did it the way you would like?", "What would your role look like if there were no restrictions on you?", and "What's the number one thing I can do to be helpful in following up?" Avoid asking stock questions, they just reveal that you haven't done your homework. Customize the questions to show you are paying attention and care about the other person's business. Mentioned in this Episode: What Business Development REALLY Means, According to Brian Caffarelli - podcasts.apple.com/us/podcast/real-relationships-real-revenue-video-edition/id1504330338?i=1000554062611