How to Move Forward in Consulting When the Client Doesn't Define the Requirements
Don't wait for perfect specs—help the client shape them
In consulting, you’re often asked to design, document, or build something… but the client can’t (or won’t) clearly define what they actually want.
It might be a decision about which technology to use for a certain feature, the expected level of detail in a design, or even the overall scope of a solution.
The reasons vary—missing internal mandate, unclear priorities, internal politics, or simply lack of technical insight.
But here’s the catch: you can’t wait forever, and you certainly can’t deliver based on guesses.
Instead of stalling, use these practical techniques to guide the client toward clarity—and keep the project moving forward.
1. Create a Clear but Simple Draft Definition
Instead of waiting endlessly, draft a short, concrete definition of what you think is needed.
Then share it with the client and ask: “Would you like it like this, or should we adjust?”
Keep it focused. A one-pager or a few bullet points are often enough to trigger a reaction. Getting something specific in front of the client forces faster and more concrete feedback.
Never leave these things only at the discussion stage—write it down.
2. Visualize Early with Mockups and Diagrams
Words are vague. Visuals are clear. Whenever possible, create quick mockups, sketches, diagrams, or other kind of concrete examples to illustrate your idea.
A rough wireframe or basic process flow will spark better conversations than 10 pages of explanation.
It doesn’t have to be fancy: whiteboard drawings, PowerPoint slides, or even screenshots will do.
Clients find it much easier to react to something they can see rather than imagine.
3. Build Light at First
When you move into implementation, don’t overengineer at the start. Instead, build a simple, testable version that’s easy to tweak.
This is exactly how agile development works: validate early, adjust fast.
Why? Because real feedback often comes only after clients see something concrete, not before.
Delivering a “minimum viable solution” (or even less than that) reduces risk, saves time, and allows learning in practice.
4. Ask Specific Either/or Questions
Open-ended questions like “what do you want?” rarely work.
Instead, offer simple, concrete choices:
• “Should we focus more on Feature A or Feature B first?“
• “Would you prefer this to be manual for now, or automate it immediately?”
Concrete either/or questions are easier and faster for clients to answer.
5. Highlight Trade-offs and Implications Early
Many clients don’t realize that small decisions can have large impacts.
You need to make the invisible visible. For example:
• “If we build on Platform X, development will be faster now but cost more in the long run.”
• “If we add this extra feature, it could delay launch by two weeks.”
• “If we choose Technology Y, we have to give up Functionality Z.”
Explaining trade-offs early shows leadership—and helps clients make smarter decisions.
💡 Pro Tip: If the client still doesn’t react after all this, describe—or even build—something intentionally simple and clearly wrong. A lighter version of this tactic is to include a few harmless but obvious errors in your draft to spark discussion. Nothing motivates a response faster than showing what they don’t want. It’s a surprisingly effective way to trigger decisions and get things moving.
Final Thoughts
Consulting isn’t about sitting around waiting for perfect requirements. It’s about moving forward even when things are unclear, and helping the client discover what they actually need.
✅ Start simple.
✅ Validate early.
✅ Iterate fast.
That’s not just good consulting—it’s a core part of our professional skillset. Helping clients shape their thinking, clarify their needs, and move forward is what makes great consultants stand out.
👉 How do you handle projects with vague or incomplete specs? I’d love to hear your best strategies—drop them in the comments!
See you next time,
Eetu Niemi
IT Consulting Career Hub