CHAPTER 12 It’s a Dialogue, Not a Monologue Conducting Effective Client Meetings

Some people believe success is based on what you know. Some believe it is based on who you know. Still others believe it depends on what you know about who you know.

No matter which theory you follow, your success is based in large part on your relationships with other people, specifically, your clients.

Whether we work in finance, engineering, or business or practice law, accounting, or consulting, we’re all in sales. If we want to succeed professionally, we have to bring in business. Sometimes that means selling the products or services of our organization. Other times that means obtaining funding for our projects from a larger organization, the government, or foundations. Regardless of with whom we are dealing, we have to connect.

Every firm has its rainmakers. Every company has its outstanding salespeople. The fundamental difference between those people and everyone else is that the rainmakers and the sales pros know how to help clients feel comfortable. Most of the substantive work a rainmaker brings into the firm is usually done by other, more junior people at the firm; the successful salesperson needs a team of support people to execute on the agreement once the sale is closed. But the rainmakers and sales pros get the credit, because they know how to connect with the clients and customers.

The easiest way to bring business into the firm is to get more business from your current clients. ...

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