As designers, we’re called to improve our clients’ conditions. This, in turn, requires that we improve their client’s conditions. The “ask” usually comes as a request to move some variable relevant to the business: increase engagement, improve conversions, drive revenue, etc. But these are symptoms, not causes. You don’t design to drive revenue; revenue is the result of successfully meeting customer needs.
Charles Eames said that recognizing the need is the primary condition for design. While the project may be striving to drive revenue, that’s not a need. Engagement is not a need, nor is conversion. Those are business goals. What’s a need? More often than not, that’s up to the designer to uncover. You may speculate — but must research. You’re changing the state of the world. Who will benefit? How will they benefit? How does the change map to their current understanding — if at all?
Sometimes the need is obvious, but often it can be quite subtle. In some cases, you’ll be addressing a range of needs, some more relevant than others. Being clear on what they are — and having clear priorities — can be challenging. Different stakeholders may place more emphasis on some than others. Some needs will appear to conflict with others. Recognizing and clarifying the need is critical, and it won’t come with the “ask.” Framing the question correctly is essential if one is to produce a relevant answer — and that’s up to designers.