16 November 2006

Working as a team

Chris and I are seeing a target later today. We have had some initial conversations and things seem to be progressing nicely - we understand that today's meeting is to discuss in detail what it is they want to do from the menu of activities we have offered them and when they would like us to start.

Meetings like this are always better if 2 people attend. Two people ask sharper questions, take better notes and follow-up more diligently than a single person. The drawback to 2 people attending is that there is an opportunity for a sharp client to drive a wedge between slightly different positions so it is important to have the negotiating strategy clear before you go into the room.

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