Skip to content

Message management

Clive

When meeting executives for the first time you might default to your safe zone ... pitching your firm and its 'unique' methodology.

Interestingly these 'unique' methods all look very similar to senior people - usually a series of right facing arrows! And if that's the case, your carefully crafted pitch will blur into the amorphous mass of consultancy presentations.

An alternative is to focus your conversation on specific issues the client will recognise, the results they can expect, and the impact of those results on their business. Start with your point-of-view about this, then ask the executive for their perspective.

Make it all about them and their business ... not you and yours.

The Influence Briefs

Clive

Related Posts

Members Public

Talking too much

I was in a meeting once where I said a lot. Frankly… I just talked too much. Good points. Clear insights. People nodding (off). Afterwards, my boss pulled me to one side and said, “You didn’t hear half of what the client said, did you?” She was right. I’

Members Public

The deluxe service

If you’ve stayed at a posh hotel you may already know about the deluxe services that are available … if you have enough money. And, I’m not talking about a bigger room and well-stocked the mini-bar. That’s nice but with the deluxe service comes a suite

Members Public

What did you try this week that's different?

Just take a moment to answer this question. What did you try this week that's different? And I'm not meaning eating Hákarl (although kudos if you did). I'm meaning a different way to have impact or influence. Most candidates applying for coaching haven'