The vast majority of introductory meetings are conducted within a frame we call “Death By PowerPoint.” In the meeting, the consultant “forces” a prospect to listen through a detailed history of the consultant’s firm, their current locations, why they are different and, of course, three case studies written “just for them.”
| April 02, 2010
By Mo Bunnell
Consultants typically get little traction from their introductory meetings. A typical closing might be prospects saying: "Thanks. We'll let you know if we need anything." The consultant often leaves frustrated, wondering, why the prospect didn't buy anything. Worse yet, the prospect leaves thinking: "Why didn't that consultant listen to me?"
Why does this happen more often than not?
Casey Baldwin is a Senior Manager with Cognizant Business Consulting. He joined the firm in 2012.
