At some point in every client engagement, the time arrives when I have to reach up my sleeve and pull out my trump card. It is the card I play to force clarity in their mind as to my client's most important activities. It is the card I play to unleash total understanding of his employees. It is the card I play to help him focus on his role in the business.

What is this card I play? It is a simple question that has two simple, connected answers.

Upon hearing (or in the rare case, coming up with) the answer, the light bulb goes off above his head and sudden understanding floods his brain.

He suddenly sees why things have been the way they have. Why his success has been what it has been. He suddenly understands what he should be doing differently with his time and with his team.

What question could possibly generate such incredible breakthroughs in running a business? My favorite one.