You want more profit. Win-win.
If you think spending more time with your client is only going to waste their time
And lower your profit margin
Um, it actually might
Assuming you do indeed waste their time.
Which means any client facetime
Must be highly structured
And most importantly
All. Business.
A.k.a. no chitchat
A.k.a. no open-ended questions
Hey, how’s everybody doing today?
Do not go off script
Especially at the beginning
You control the literal agenda
Which is sent out the night before
And prepared weeks in advance
Before the engagement ever begins
Fair warning: Your client and any attendees
Will almost certainly not look at the agenda
Until they arrive at the meeting
But once they see there is a clear objective
That must be reached
At. That. Meeting.
Rather than try and sneak in work they gotta do for their own job
They will willingly, knowingly and actively
Work for you
Knowing and trusting
That rather than being a time suck
You are one of the rare few
That puts time
Back in their day
Time they are willing
To pay a premium for.
I’m here,
Kevin