A professional painter knows the key to a long lasting and attractive paint job lies in the preparation (scraping, spackling, cleaning, taping). Is this same prepping important in consulting? ?
With so much information at our fingertips, there is no excuse for failing to do research before and during a client engagement.Before Soliciting a Prospective New Client
A Google search and a company's website can be great research tools. Make sure you are focusing your efforts on the right person in the company. Have a good understanding of the products and/or services the prospective client provides. What can you discover on LinkedIn about key people in the company?
Know as much as you can, especially before that first meeting. Who are their competitors? Are there any trends or common issues of their industry? The more knowledgeable you are (and you appear), the more the client will think you can help them.
Prepping pays off for consultants the same way it does for any professional:
- Research topics to be discussed at the prospect or client meeting.
- Study to be sure you thoroughly understand pertinent facts and variables.
- If you are going to an unfamiliar location, know the geography, business norms or culture.
What and how do you prep? Share some ideas with me - firstname.lastname@example.org or click on the email link below.