You not only have to understand the customer but sometimes you have to make customer understand what exactly he requires to enhance his business. Many a times, a customer is not able to chalk out clearly what business requirements he wants to get embedded in the software. He is not clear about what exactly he should get embedded in the software to get the optimum out of the software and business mix. He might be having a broad idea about what he wants to see as a final product, but may not be able to define what the core components of this product are. Customer would say the team to study their business as they are doing it, without getting involved in it. This could be serious and the seriousness if not understood rightly in time (emphasize on ‘understood’, rightly’ and ‘in time’), would lead to disastrous results.
Customer is not for experimentation. Clear and crisp ‘Requirement freezing’ is the right start. Customer may be required to be educated on what business, requirements and rules can be built in the software. A simulations or scenario generation is important to make customer understand how the software will work once completed. Customer needs to understand very clearly at the initial phases – What ease or comfort will the software bring out to business processes by giving out certain set of business results. Customer has to understand very clearly the other part of the story too. The software definitely will require certain extra skill sets, enhancements, or extra efforts once it is completed and implemented at customer site.