EMBA 2010 DV - Assignment

EMBA 2010 DV -Assignment

Executive Summary

The context for the presentation is a one-on-one consult with a perspective client. The meeting takes place in the client’s “home-office” as he is a small business owner. The client and I have talked over the phone, this is the first face-to-face meeting we have conducted. The client and I have a mutual friend who connected us. The client would like to double his business within the next two years and is searching for a consulting firm which will guide him through the process.

The objective of the meeting is to get to know the client better and showcase some of the resources which my company has to offer. Through telephone calls I am aware of several general topics which might be of interest. The goal is to gain the client’s agreement to proceed with the next phase of the business process, which is defining specific goals and signing a contract.

I will begin the presentation by using the friendship trigger (asking about the mutual friend). I will then move into the authority Trigger and share with the client several letters of recommendation. I will proceed to cover several topics which I believe the client will be interested in. Then I will use Reason Why trigger as it is a limited time offer. Last I will close the meeting a specific request to move onto the next phase of the process.

Both the context and the purpose of the presentation will help me develop professionally. Currently within my job, whenever I present, I usually provide information or conduct a meeting. This context (one-on-one meeting with a perspective client) is something I have not had to do professionally. It is my desire one day to become an entrepreneur, running my own consulting company, catering specifically to small business. Mastering these skills will become vital to becoming successful.