Application development and delivery (AD&D) teams at financial services firms typically evaluate a business application in terms of its functionality, architecture, strategy, and customer base. Visiting reference clients enriches the selection process by focusing on live implementations rather than solution capabilities. This brief provides a list of 40 key questions across six categories to help AD&D teams get maximum value out of reference client visits. These questions result in more informed selection decisions and enable financial services firms to better serve their customers and cope with the digital disruption in the financial services industry.