In a past Tip of the Month, (December 2005, One at a Time), we talked about asking one question at a time, and not confusing the contact with a run-on question or series of questions packaged as one question.

Contrary to this TOM, a questioning technique to use periodically is to ask two questions at a time. Why? This technique can be used to help a contact understand why you're asking a question and what you're trying to learn.

As an example, imagine asking a contact this question like this:

"Mary, I actually have a 2 part question I'd like to ask you. First, what are your Engineers doing well right now, and second, what would you like to see them improve on as this year unfolds?"

By asking this question this way, you can change up the pace and flow of the research call. You can also help the contact by giving them important context that can assist them in giving you an insightful answer.