Making a Good First Impression
To help us understand the basic difficulties and challenges of stage one and how it works in context, in the real world, for the rest of this chapter let us assume that we are starting right at the beginning of the consulting process. We have an opportunity to develop new business with a prospective client, and we are meeting with a client representative(s) for the first time.
As a result of a concerted marketing effort, sales work, and reaching out to our personal network, at some point we get a call to meet with a prospective client to discuss their problems and to see whether we might be able to help. At this point we clap our hands and beam with excitement—we have been given ...
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