<Note: An effective client encounter includes four elements, which can be summarized as the four P’s> Position : We first need to position the issue with the client – answering the typical questions that are on the client’s mind – why is this important, why is this strategic to my business, and why should I be talking with you about this topic? Point of view : Next, we need to share our point of view on the topic – what we are seeing in the marketplace and hearing from our clients. Probe : The intent of this meeting deck is to engage the client in a facilitated discussion around the topic, not to deliver a presentation to an audience. We want to ask strategic, high-impact, open-ended questions to generate a meaningful dialogue and one which helps to uncover the client’s specific needs, issues, and/or potential areas of pain. Propose : Finally, we need to propose next steps to advance the relationship. We need to summarize the discussion and suggest/recommend action steps, such as follow-on meetings and potential engagement opportunities. POSITION Introductions: Self introductions Build rapport: Informal dialogue or light discussion to break the tension Premise/Purpose: Thanks for your time today. We appreciate the opportunity to share with you what we are hearing in the marketplace. To help guide our discussion today, we’ve prepared a brief meeting deck…