Your clients, your sales team When understanding the requirements of your clients, you may stick and deliver what they ask. But don’t you think it would be great to go beyond, to sense what else they may require to enhance their original need. Probe them to think beyond to request more or sometimes less. They may increase their requirement or reduce the scope. Propose the complete solution to your client, This will help the client to understand his own requirements. When you define the scope in this way, you can avoid a change which pops up later. Above all, you are building the relationship. Building relationship goes beyond just this project, he comes back again and again. He markets for you, he brings in clients for you just by word of mouth.