If the prospective client is a genuinely nice and generous person, it will be apparent.
Use that time to build the relationship and figure out what the prospective client wants or needs.
My agency, Elasticity, recently pitched, and lost, a fairly lucrative prospective client.
Sobczak suggests that you set action-oriented goals before you ever pick up the phone to call the prospective client.
After the board meeting, CEO Steve Ellis invited me to stick around and sit in on a pitch he was giving to a prospective client.
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Not taking a prospective client out for a big credit-card lunch.
Remember to compliment your prospective client on good shots and putts.
Next, the prospective client might ask for a formal proposal.
The prospective client was never given the opportunity to speak.
For example, we have potential sales candidates do a mock sales presentation either on what they are currently selling or how they would pitch us to a prospective client.
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However, as a result of this research we realized there were significant challenges to offering such a manager-of-managers product that was competitive in terms of fees and performance and still met the specific political agendas of each prospective client.
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One BBL Churchill client, a professional whose wife's income far outstrips his, says he tried shopping his prospective share of the marital assets to a number of hedge funds.
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