News 4
One of the challenges lawyers face when meeting a prospect is the lack of knowledge of the contact and the business they represent. Preparation for the first few meetings is therefore very important in order to have the best possible chance of developing the relationship. This Practice Note provides guidance to help a lawyer prepare for a meeting with a business prospect.
Ten steps to a successful meeting
The following preparatory steps will help you prepare for a BD meeting and should give you a better chance of achieving a successful outcome.
Conduct initial research
Gather as much information as possible about the person you are seeing and the organisation they represent, eg:
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on the person—what their current role is, their position in the hierarchy and what their previous role was
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on the organisation—what it does, the size of the business and what news has there been about it over the last year
Consider setting up regular news alerts to build up your knowledge about specific people or organisations over time, you could use a free
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