In my recent readings and work with small businesses I have developed a list of five questions that a consultant should get answers to as early in prospect relationship as possible. Once you are hired (or have invested in a long-term sales cycle relationship) getting these answers provides little to no value.

1. What is the purpose of their organization?
2. Are they looking for an expert, a pair of hands, or collaborator?
3. Are you being hired to potentially blame someone if it goes wrong or to reduce chance of it going wrong?
4. Do they view this purchase as an expense or an investment?
5. What is the state of their employee restrooms?

Hat tip to Wayne Schulz for the last question.