It's often difficult to know whether our client is really interested in the solution we've mutually explored. To give us a better sense of the impact of the solution from the client's perspective, we can take away the solution. Another important rule is to start anywhere and go everywhere, meaning the framework of getting to all the issues, developing evidence and impact, and exploring context and constraints is simply a checklist. We won't always go through this framework sequentially, but we should be addressing these vital elements in qualifying an opportunity.