The strange thing about looking for needs and questions is that I look for the ones that I can answer.
In my work as a consultant I experience the complete opposite. Working for an organization always starts with a need, a question. Often I have to help the organization articulate the need and detail the question, but the need and question is there.
As a consultant the big question is: do I or the organization I work for have what it takes to address the need and answer the question.
To me this is a huge difference. Does this relate to your experience as a consultant or employee working for an organization?