How To Prepare for Client Interviews

August 22, 2019

What do engineers and architects have in common with Broadway actors? They both perform. And great performances lead to public acclaim and future work.

The decision to deliver a winning presentation at a client interview begins with the go/no-go decision. Ideally, a team goes after work with the odds stacked in their favor. Key players know the prospect and the proposed project. They’ve been following its development for months, if not years. They know the prospect’s hot buttons and are researching potential solutions reflecting the latest technology.

Following this ideal scenario, how do you create a successful presentation? Here’s a five-step process that will address client needs and build your team’s performance confidence.

Step One: What’s Your Purpose?

What’s your production about? Actors get into the head of their characters. They want to deliver the playwright’s message in an authentic performance. In the same way, you need to understand the obvious and hidden motives of your clients. Address your prospect’s presentation questions but go deeper. What are your differentiators that will seal the deal for your clients?

 

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This article, written by Leslie Blaize, CPSM, first appeared in the August 2019 issue of Marketer.