Chapter 97. Your Customers Do Not Mean What They Say
IâVE NEVER MET A CUSTOMER YET that wasnât all too happy to tell me what they wantedâusually in great detail. The problem is that customers donât always tell you the whole truth. They generally donât lie, but they speak in customer speak, not developer speak. They use their terms and their contexts. They leave out significant details. They make assumptions that youâve been at their company for 20 years, just like they have. This is compounded by the fact that many customers donât actually know what they want in the first place! Some may have a grasp of the âbig picture,â but they are rarely able to communicate the details of their vision effectively. Others might be a little lighter on the complete vision, but they know what they donât want. So, how can you possibly deliver a software project to someone who isnât telling you the whole truth about what they want? Itâs fairly simple. Just interact with them more.
Challenge your customers early, and challenge them often. Donât simply restate what they told you they wanted in their words. Remember: they didnât mean what they told you. I often implement this advice by swapping out the customerâs words in conversation with them and judging their reaction. Youâd be amazed how many times the term customer has a completely different meaning from ...
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