In most interviews, particularly job interviews, the interviewer will simply progress through the four GASP steps. In a business advisory session, however, it is likely that acquisition and supply will alternate for some time. The business adviser, in acquiring information, may discover a burning issue for which the client needs an answer. The business adviser should supply an answer, or agree with the client how an answer can be provided, before moving on. Otherwise, there is a danger that this may become a barrier to progress.
In some cases, particularly for the first advisory session, there may be a need to supply quite a lot of information. This should reflect the client’s needs, however, so it should still come after first acquiring at least some knowledge about the client.
It is likely that this will take the form of explaining to clients what they can expect – what is available, and what they are letting themselves in for, in terms of advice, training and, possibly, assignments. You may need to explain the nature of the business advisory relationship and the boundaries of what you, or your organisation, are able to provide. You may also find it helpful to reiterate to clients that you are merely there to help them develop their ability to act on their own behalf.