Seven Cs of Consulting, The

Client meetings

Finally, the point where all of these issues come together is often at the first meeting. It is here that management of the informal, intuitive and emotional factors comes into play. The first point of contact forms the emotional launch pad from which all impressions are formed and judgements made that underpin the psychological contract. Critically, it is here that the psychological theories of primacy and recency come into play. At the end of the first meeting, the two experiences remembered by you and the client are the open and closing events. Any discussion in between is unlikely to be well retained in the client's memory. It is these opening and closing behaviours that help to drive the client's overall impression of you ...