There is no substitute for preparation where a business meeting is concerned. Do your homework well and get your facts right before meeting your client.

Who is the client? Find out about the client's business, needs and constraints.

If the company has a website, scrutinize for details.

Research the client’s interactions with other professionals in the past.

Has anyone else in your professional group dealt with this client before?

Find out if the person you are meeting is in a decision-making position or not.

Find out if there is a third party or sponsor involved in your proposed agenda, before expecting the client to make a decision.

Find out if your client warms up with small talk before talking shop or if this client prefers to get down to business immediately.

Design your proposal based on whether your client is more interested in novel, innovative solutions or the tried-and-tested methods.

Does your client prefer a precise approach or a more open-ended and flexible approach?

Have alternatives to suit your client’s needs.

Foresee potential problems, objections and reasons for resistance from your client.

Determine your personal and company’s agenda for the meeting.

Consult your seniors as to whether to attend the meeting alone or get a senior, colleague or junior to accompany you.

Organise your business cards so you do not fumble for them at the meeting.

Decide the tools for presentation whether verbal or electronic.

Get the time and venue of meeting correct and keep enough buffer time for you to be punctual.

[Print this CHECKLIST]