Hi-Quotient™ Assessment

Quiz Questions

• 1.
  How often do you block time on your calendar to prepare for a customer meeting?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 2.
  How often do you create a call plan to ensure a successful meeting for all parties involved?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 3.
  How often do you define your meeting agenda based on what the customer might want from the meeting?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 4.
  How frequently do you script and practice questions to build trust and demonstrate genuine interest?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 5.
  How often do you proactively seek meetings with additional stakeholders to comprehensively understand the project, opportunity, or situation?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 6.
  How often does your pre-meeting research help you get the customer to open up and connect with you?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 7.
  How often do you spend more than 5 minutes on pleasantries at the start of a meeting before getting down to business?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 8.
  How often do you request your customer's permission to ask them questions before beginning your prepared questions?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 9.
  How often do you help your customers move beyond surface-level symptoms to understand their core needs and personal motivations for action?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 10.
  How often do you feel confident that you have thoroughly understood the customer’s needs, acquisition strategy, and funding situation?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 11.
  How often do you fully diagnose customer needs and define their priorities before discussing solutions?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 12.
  How frequently do you proactively “shape” customer requirements and expectations?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 13.
  How often do you uncover tangible discriminators that your proposal team can use to write a winning bid?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 14.
  How frequently do you ask customers for clarification or additional context before answering their questions?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 15.
  How often do you actively listen and process what your customer is saying without thinking about what you will say next?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 16.
  How often do you spend more than 80% of your meeting time asking questions and listening rather than talking?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 17.
  How often do you say "I don't know yet" when a customer asks for your thoughts on a potential solution before you have fully understood their problem or need?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 18.
  How often do you feel confident asking executive-level customers questions, free from self-doubt or imposter syndrome?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 19.
  How often do you proactively seek to uncover new challenges from customers and stakeholders throughout the acquisition or project lifecycle?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 20.
  How frequently do you actively seek introductions to develop relationships with additional stakeholders or prospects in adjacent departments?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 21.
  How often do your customers define the next steps and when to re-engage, eliminating the need for you to chase them with continual follow-ups?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 22.
  How often do your call reports communicate organized and concise customer intelligence that is easily understood by your team and internal stakeholders?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 23.
  How often do customers respond promptly to your missed calls, voicemails, or emails?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 24.
  How frequently do you think your customer conversations are better than the ones your competitors are having?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Every time
• 25.
  How often does your internal team use a common language and meeting structure to engage with customers?

  • A.
    Never
  • B.
    Rarely
  • C.
    Sometimes
  • D.
    Often
  • E.
    Everytime

Quiz Outcomes

• 1.
  Future Elite Professional

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  As a Future Elite Professional, you may be new to your role, have just been assigned engagement/ growth responsibilities, or perhaps you are just exploring what it takes to be an Elite Engagement Professional. You might still be learning the critical mindset, behaviors, and discipline needed to succeed—or simply haven’t had the chance to apply what you know yet.The great news is that you have a clear path ahead of you, and without any entrenched habits to unlearn, your growth potential is limitless.If you're eager to learn or improve your customer engagement skills, we recommend the following Hi-Q video training program: Growth Essentials for B2G/ GovCon or Sales Essentials if your focus is B2B. These courses will equip you with the foundational skills needed for success.Gaining and applying these essential skills will quickly propel you to the Authentic Engager level on the Hi-Q Success Path.Learn more about Hi-Q Group Here
• 2.
  Authentic Engager

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  You’re still in the early stages of your customer engagement SuccessPath mastery journey! While you understand the role and some key behaviors, there’s more to uncover, and you may not yet be as efficient or effective as you'd like.As an Authentic Engager, you recognize the importance of pre-call planning, preparation, and purpose-driven engagement. However, you may not understand the right engagement skills or struggle with consistency and patience in applying them.If you want to improve and build on your existing knowledge, we recommend the Hi-Q video training programs: Growth Essentials for B2G/ GovCon or Sales Essentials for B2B professionals. These courses provide the foundational skills you need to develop winning relationships, increase the quality and quantity of customer intel, and, most importantly, elevate your engagement performance, which will elevate your results.Once you apply these skills, you will quickly progress to the Root Cause Revealer level of the Hi-Q Success Path.Learn more about the Hi-Q Group Here.
• 3.
  Root Cause Revealer

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  As a Root Cause Revealer, you’re now among the top half of engagement professionals—an achievement to be proud of. You've built a solid foundation. However, the path to becoming a true engagement superstar is still ahead, filled with exciting opportunities for growth.At this stage, you can execute your plans and communicate effectively both internally and externally. You understand the value of being customer-focused, but your efforts might not always be consistent. During meetings, you gather some good intelligence, but it's mostly the same as your competitors are gathering. You likely focus more on your agenda than the customers. Perhaps you are too quick to provide a solution without fully understanding the customer's needs. Maybe you spend most of the meeting thinking about what to do next rather than listening and deeply understanding what your customer is talking about.To take your skills to the next level, it's time to develop a more purpose-driven approach and hone your inquiry skills. By becoming more curious about your customers' perspectives, you'll move from simply meeting objectives to truly aligning with their needs. While you already know the core skills, the key to advancing is identifying and overcoming self-doubt or hesitation—especially when asking those deeper, high-impact questions, even with senior stakeholders. The BD Masterclass bridges the gap between where you are and where you could be. This program enhances your emotional intelligence and inquiry skills, giving you the confidence to ask powerful questions and unlock your potential. The BD Masterclass will help you overcome any barriers holding you back, whether in the B2G/GovCon or B2B market.Remember, standing still means falling behind! Take the leap and transform from a Root Cause Revealer to a bona fide Engagement Super Star!Learn more about the Hi-Q Group Here.
• 4.
  Engagement Super Star

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  You are nearly at the pinnacle of the Hi-Q Success Path! As an Engagement Super Star, you rank among the top 15% of all engagement professionals—a remarkable achievement.You’re well-prepared and primarily customer-focused in your customer interactions. You excel at gathering, analyzing, and sharing comprehensive human intelligence with internal and external stakeholders. With a strong ability to uncover the root cause of customer issues, you typically resist the urge to jump to solutions before completing a thorough discovery process across multiple customer touchpoints.You also understand how to shape the market and influence the customer's perception of available solutions, ensuring that your proposals align closely with the customer's needs and best interests. However, an area for growth is your ability to consistently pinpoint the customer's motives and drivers early in the process.At this stage, you may sometimes find it challenging to emotionally detach from the process, occasionally presenting your solution prematurely. Consistency is critical to reaching the Elite Professional stage on the Hi-Q Success Path. This means staying intellectually engaged while remaining emotionally detached—ensuring it’s all about meeting the customer’s needs rather than your own. You know this, but holding back in the moment can be very difficult!Your next step in professional development should focus on consistently understanding the customer’s motives and breaking through any limiting beliefs that might hold you back. At this level, finding a good mentor is usually the most effective way to advance and refine your skills.The BD Masterclass will help you overcome any barriers holding you back, whether in the B2G/GovCon or B2B market.Learn more about the Hi-Q Group Here.
• 5.
  Elite Professional

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  Congratulations, you truly are royalty when it comes to building customer relationships! Achieving Elite Professional status places you in the top 3% of all engagement professionals—a distinction that’s no small feat.You've mastered the art and science of customer engagement. Your engagements with external clients and internal teams demonstrate your refined skills, strategic thinking, and consistent behavior. Your customers see you as a critical partner in their success, and your internal team marvels at your ability to uncover insights others simply can’t reach.Your approach is sophisticated and customer-focused. You expertly use dialogue techniques and behavioral psychology to help your customers and colleagues make confident, well-informed decisions, aligning goals at both the organizational and personal levels. By genuinely putting your customers' needs first, you enable them—and your team—to take full ownership of challenges, solutions, and strategic direction while fostering trusted and deeply valued working relationships. To most of your customers, you’re not just a partner; you’re indispensable to their success.Keep doing what you do best, but remember that growth never stops. Elite professionals like you are constantly evolving, investing more in their development than at earlier stages of the Hi-Q Success Path. A powerful way to further sharpen your skills is by mentoring others working to achieve your level of excellence, whether through informal guidance within the LinkedIn Communities- Federal or Commercial. You can also look to become a mentor to your team or within your organization. Your leadership will make an impactful difference.Learn more about the Hi-Q Group Here.