THIRTEEN

Meetings Outside the Office

An enormous amount of your time in your business life will be spent at meetings outside of your own office or home turf. You will be holding business meetings in other people’s territory, at the offices of customers, suppliers, bankers, lawyers, and accountants or at branch offices of your own company. In these cases, where you do not control the environment, you must exert whatever control is available to you.

Just as you plan and prepare for your internal meetings, you must plan and prepare for external meetings as well, and sometimes even more so. Always define the purpose of the meeting in advance with the other person who is setting up the meeting. I say something like, “I know how busy you are. To make ...

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