I get asked about this quite a lot - so Microsoft has this thing, the "TAT". I've looked at it and it is just a bunch of questions. Yep, but you can change the questions and all the results are stored and if you know what you are doing, you can use it to build an IT strategy for your customers which means that you go back to them regularly and take their IT onto the next stage for their business. I don't think this is rocket science, but perhaps it is something that we don't do enough of - look for the opportunities in a programmatic way. Now of course, this could be a very slavish process, but at Steve says: The questions are now much more relevant to the SME market and you don’t feel so uncomfortable asking your customers. We don’t just run through all the questions one after the other but slot them in to the rest of the presentation. It feels less like the Spanish Inquisition that way! We’ve conducted several surveys so far and they don’t just have to be prospective customers. You can...