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CLIENT RELATIONSHIPS

Start with the customer’s decision

A more useful structure for your next business development conversation.

EIM practical guide · 3 minute read

01

Prepare to understand

Research the organisation and set a clear purpose for the conversation. Treat assumptions as questions to explore.

02

Ask about the context

Find out what the customer wants to achieve, what is getting in the way and why the issue matters now.

03

Understand the decision

Explore who is involved, how the organisation evaluates options and what a workable outcome would look like.

04

Relate your offer to their needs

Explain how your support addresses the priorities the customer has described. Be clear about the scope and limits of your offer.

05

Agree a next step

Close with a useful action, an owner and a date. Confirm what each person needs before moving forward.

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