June 7, 2011
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What does it take for a meeting with a key client to be successful?
To answer that question, first you have to quantify how you measure success.
Here are three alternative definitions:
- Did the client agree to move forward on at least one thing that will advance their agenda, moving them towards their goals and leaving them better positioned?
- Did the client agree to move forward on at least one item that that will advance your agenda and leave you better off?
The list of possible items here is lengthy, for example:
- Shifting your fee structure
- Consolidating accounts they have elsewhere
- Agreeing to work with one of your team members on day-to-day issues instead of calling you
- Opening the door to talking about needs that you’re not dealing with currently (e.g., insurance if you only have their investments, investments if you only have their insurance)
- Finding a way to get to know their kids better and potentially to begin working with their children
- Introducing family members or their accountant
- Referring colleagues at work
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