Make House Calls:

Potential clients feel more comfortable in their offices than in my office, no matter how plush. So it is a good idea to meet them in their office whenever possible. When meeting anywhere else, they tend not to reveal their whole hand.

I understand why some consultants prefer to meet in their own offices -- it increases efficiency. But what I lose in efficiency, I gain in trust and strong connections. I also get to speak to all managers, executives and some employees if necessary -- something that does not always happen if I were holding meetings in my office. If others in the organization see me in action and give positive reports to the owner or other person-in-charge, I have a better chance of acquiring them as a client down the road because they trust me.