How To Use A Clients Wishlist from 'The Pumpkin Plan' Under The Covers
In this short conversational segment, the speakers discuss a practical technique from Mike Michalowicz’s book The Pumpkin Plan for leveraging a client’s “wish list.” The core idea is to ask top clients the question, “What am I doing right?” The answer they give isn’t a compliment about past performance; it reveals the client’s most important unmet need—their biggest wish. The speaker shares a concrete example from a computer‑networking business where a client identified rapid on‑site response as the key strength. Recognizing this as the client’s primary wish, the business focused on becoming even faster, which dramatically impressed the client and differentiated the service. The takeaway is to treat the client’s perceived strengths as a wish list, prioritize improvements in those areas, and use the insight to stand out.
