Richard Wilson: letting written answers produce the next questions
Richard described a screening exchange in which answers to a short email produced another set of questions before a meeting was scheduled.
The second round came from the first
His initial screen was a small set of questions about the business. Reading the answers often made him curious about another three to five points. That second exchange could reveal whether there was enough substance to justify a call.
A meeting remained a decision
Richard did not treat a completed first email as a commitment to a meeting. If he remained skeptical, he continued the written exchange.
In Richard C. Wilson's words
"their answers will typically bring up another three to five questions" (Richard C. Wilson, Due Diligence mini-series)
How to use this
- Write follow-up questions against the specific answers that raised them.
- Decide whether the remaining issues need a conversation or another written response.
Questions and answers
Where did Richard's next questions come from?
From details in the answers to his initial email.
Did the first reply automatically lead to a call?
No. He described continuing by email when he was still skeptical.