Meet and Greet a New Client
David W. Richardson, CSP, provides professional coaching and consultation to
construction companies, architectural firms, engineering, electrical, and
environmental companies preparing for an interview or presentation for a
decision making selection committee.
Working with team members in a group, as well as one on one, he helps each
individual prepare and rehearse his/her part of the interview. His unique
approach has enabled many companies to win high profile, seven- to
3-hour program will help senior management become more at ease and conduct
more meaningful and effective meetings with their prospective clients.
The following key points are addressed in the workshop:
unique strategic positioning in your marketplace, strengths, advantages,
etc. and how to leverage it during a “Meet and Greet” interview with a new
client is, i.e., position, rank, sphere of influence, etc.; what their gut
level motivations are and how they make decisions.
resources for locating new prospects and clients.
tactical questions. Most senior executives/managers, project managers, etc.
use “tactical” questions as the focus of their client interview. In this
workshop you will learn the definition of “strategic” questions and how and
why to use them to achieve your “Meet and Greet” objectives. By directing
specific questions to your prospective clients, you will quickly entice them
to talk about themselves in ways you never dreamed of.
specific strategic questions. Explanation of their meaning, value, and how
and when to use them.
through role play. Break into small groups and discuss the validity of the
approach, formulate your plan, and role play with team members.
success of the group discussion.
strategy for your next client interview.
the conclusion of this workshop you will be able to conduct the client
interview by focusing on them, their needs and wants, and how you can
provide economic solutions to their project needs.
Time: 3 hours
To Schedule a Speaking Engagement or
Consultation with David W. Richardson, CSP
480-451-8808 or e-mail us at
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