Originally published October 20, 2012
Just returning this afternoon from an energetic and inspiring new-client introductory meeting, I’m still reeling with enthusiasm and ideas about programs and projects in which I’m currently involved. Moreover, this morning’s breakfast with three of the most promising and caring individuals with whom I’ve had the privilege to meet has reinforced a lot of what I’ve learned about approaching new clients whose ideas are just waiting to be realized. I think the most important thing I noticed worth sharing with leaders who consult for all or part of their living is that sometimes the best tool in your bag is being able to walk into such a meeting empty-handed. That’s what I did this morning.
It’s not to say I didn’t prepare for this meeting; that would just be disrespectful of everyone’s efforts and time. Rather, my preparation was simple: Instead of asking myself what I could teach three seasoned and experienced individuals about their new start-up venture, I opened myself up to the possibilities of what I could learn from them and their collected acumen. As a result, they left completely confident that I was their choice to lead them to their large and challenging goals, and I left deeply inspired – to write this post (after a month or so of neglect), to tidy up some of my other writing, to get back to work on publishing my long-awaited flagship book, and to keep seeking new ways to learn and grow.
Next time someone calls on you to offer expertise, try balancing what you can offer the client with what working with them can do for your personal and professional development. I think you’ll like those results! How do you get the most from meetings with clients? Please share in comments!