The dynamics of the relationship with the client are shaped early, before he hires us. Here we establish the role that each will play throughout the engagement. Most selection processes set up an audition atmosphere where one party commands and the other complies. We must never allow ourselves to be placed in this presenter/complier role where the terms and next steps of the relationship are dictated to us. If we assume this lowly role that is offered to us early, we will never be able to exchange it for the loftier expert practitioner role that is required for us to do our best work.

In this manner, how we sell shapes what we sell. It impacts our likelihood of delivering a high-quality outcome and it affects the remuneration we are able to command for our work.

Now, the Truth About Presenting

Alas, you may have guessed that we will never be completely free of the presentation. That is not the goal of this, the second proclamation. The goal is to be free of our own need to present.

To be truly free of the pitch we must change the tone of these meetings with our prospective clients and move from the presenter/complier role to that of the expert practitioner. This we do as a doctor or lawyer would, through conversation and collaboration and not through presentation.

~ wwp ~