image1Little Things Mean a Lot

Two consultants vied for a single lucrative client. To make the final call, the potential client had a business lunch with each contender.

Candidate A dressed for the lunch in khakis, brown tassel loafers with argyle socks, a casual sport jacket sans tie—a notch below that of his dining companion. He kept a laser focus on discussion of business matters during the entire lunch meeting. In his follow-up, he kept equally focused on getting business answers to all that had been presented and discussed at lunch.

Candidate B dressed a notch above his potential client in a well-tailored suit. Candidate B recognized his challenge ...

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