• Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint
Share this Page URL
Help

Chapter 13. The reality > Client meetings

Client meetings

Finally, the point where all of these issues come together is often at the first meeting. It is here that management of the informal, intuitive and emotional factors comes into play. The first point of contact forms the emotional launch pad from which all impressions are formed and judgements made that underpin the psychological contract. Critically, it is here that the psychological theories of primacy and recency come into play. At the end of the first meeting, the two experiences remembered by you and the client are the open and closing events. Any discussion in between is unlikely to be well retained in the client's memory. It is these opening and closing behaviours that help to drive the client's overall impression of you and your capability to deliver.

The onus is on you to ensure that at a minimum, these two phases are tightly stage-managed and that the client is left with positive memories. It might help if you adopt the "intro-outro" meeting structure as a subtle framework to aid the flow of the first and successive interactions. The intro structure is:


PREVIEW

                                                                          

Not a subscriber?

Start A Free Trial


  
  • Creative Edge
  • Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint