Getting from the Bar to the Boardroom

4 Make Sure Everyone Has a Drink

DOI: 10.4324/9781003218258-4

After the agenda has been set, you need to make sure everyone has what they need to accomplish the stated goals. Isn’t the first thing you do when you walk into a bar is look at your friends and ask, “What do you want?” Chances are you get a variety of answers, the low-maintenance beer, the mid-level vodka/soda, and the high-maintenance cocktail that comes out in some sort of novelty bowl and looks like something my grandmother would have in her garden.

You should essentially ask your customer the same question: “What do you need to accomplish your goals?” or “What would help you solve your organization’s issues?” They will give you information if you ask. You will get a variety ...