Sales people often find it hard to talk to IT people since they seem to speak a different language. We recently ran into this problem with our sales staff and we realized that there needed to be a more structured conversation to extract marketing ready material from IT activities. Below is a list of questions you may want to consider asking an IT consultant when trying to write a case study.

• What are you working on these days?
• What are the business problems that led the customer to think of this project?
• Who are the key people involved? Name/company so as to get to the LinkedIn profile
• Who are the consumers for this?
  • What function
  • What industry
  • What size of company?
  • Any idea where these people frequently visit?
• What business benefits did the client derive from this solution?

• Tell us more about the solution
  • What technology did it use?
  • Some screenshots/demo?
  • Highlight one really cool/sexy feature of the application
  • Anything special about the design/architecture?
  • What are the top challenges you faced in the implementation?
  • Draw a diagram of the overall design
  • Please send any project documentation that we can use.