No matter how clever a professional, you'll put in a better performance - at a pitch, prospective client meeting, beauty parade, or whatever - with a little preparation.
Maybe you're great on your feet, maybe you enjoy the adrenalin rush, perhaps you're confident, and you're probably already pressured and busy enough (aren't we all!) - but don't depend on "winging it" to put in your best performance.
Preparation - even a little - will help. Thorough preparation makes perfect.
Don't count on a second chance if you fail to do well the first time.
Preparation means planning - more than a quick glance at the file (worse still, the proposal) on the way in the taxi.
Do the background. This won't give you a competitive edge - but it means that you won't be at a disadvantage relative to all your competitors who have done their homework. And believe it: many of your competitors are surprisingly thorough on background.
Think - hard. Ponder the client. Make a "thumbnail" sketch, distilling their key attributes, their industry and business, their culture, their challenges and objectives.
Ruminate on their current/past advisors and professional relationships.
Realistically evaluate any past dealings you've had with the client - from their perspective.
Marshal what you know about their industry and business and work out how what you are and have an offer makes you "right fit".
Work out what you think is the ideal result for the clients. Then figure out how you'll contribute to that outcome.
Forget about what makes your firm so established/old/experienced/special/safe - instead, think about how what you can do will make a positive difference to the client. Focus on how you'll help - how you'll make a powerful difference.
Listen - intently. Listen to the words, and listen for the messages. Respond to the messages - not just the words.
Preparation makes a whole lot of difference - it will not show that you understand what's what for this client, but show that you are both ready and willing to help.
|
