NEW CLIENT PREP

In order to make the most of our 90-minute consultation, it would be very helpful if you review key facts, figures, and accomplishments in advance of our call. 

During our conversation, I will be asking you to briefly explain the scope of each role (in 1 or 2 sentences) and then launch into discussing specific accomplishments (preferably supported by quantitative data) in each of those roles.

In order to expedite the conversation and cover as much as possible within the allocated 90 minutes, please focus on actual accomplishments.  For example, I may ask if you were able to grow revenues and expand margins.  If the answer is “yes” to revenue growth but “no” to margin expansion, we will dig into the revenue growth further in order to best highlight that achievement.  But we will not discuss the lack of margin expansion (i.e. no need to justify anything during our conversation).  The process is most productive if we remain focused on the positive impact that you made.

Things to keep in mind:

Size of budgets you led, improvement in annual revenues (provide $$ figures before you joined the role versus the peak you achieved), expansion in operating / net margins (again, provide before and after percentages), partnerships you structured and their financial impact on the company, key clients you won (provide specific names), new markets you helped enter and the resulting revenues, changes in strategy that you drove and the resulting positive financial implications (provide $$ figures / margins), etc.

I’m very glad we will be working together and look forward to speaking with you soon.

- Gulnar