{"id":25998,"date":"2019-08-22T11:14:08","date_gmt":"2019-08-22T15:14:08","guid":{"rendered":"https:\/\/smps.org\/?p=25998"},"modified":"2023-06-20T19:16:52","modified_gmt":"2023-06-20T19:16:52","slug":"how-to-prepare-for-client-interviews","status":"publish","type":"post","link":"https:\/\/smps.org\/2019\/08\/22\/how-to-prepare-for-client-interviews\/","title":{"rendered":"How To Prepare for Client Interviews"},"content":{"rendered":"<p><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone wp-image-25995 size-full\" src=\"https:\/\/smps.org\/wp-content\/uploads\/2019\/08\/MQLHowToPrepare-1280x570-1.jpg\" alt=\"How To Prepare for Client Interviews\" width=\"1280\" height=\"570\" \/><\/p>\n<p>What do engineers and architects have in common with Broadway actors? They both perform. And great performances lead to public acclaim and future work.<\/p>\n<p>The decision to deliver a winning presentation at a client interview begins with the go\/no-go decision. Ideally, a team goes after work with the odds stacked in their favor. Key players know the prospect and the proposed project. They\u2019ve been following its development for months, if not years. They know the prospect\u2019s hot buttons and are researching potential solutions reflecting the latest technology.<\/p>\n<p>Following this ideal scenario, how do you create a successful presentation? Here\u2019s a five-step process that will address client needs and build your team\u2019s performance confidence.<\/p>\n<p><strong>Step One: What\u2019s Your Purpose?<\/strong><\/p>\n<p>What\u2019s your production about? Actors get into the head of their characters. They want to deliver the playwright\u2019s message in an authentic performance. In the same way, you need to understand the obvious and hidden motives of your clients. Address your prospect\u2019s presentation questions but go deeper. What are your differentiators that will seal the deal for your clients?<\/p>\n<p>&nbsp;<\/p>\n<p><a href=\"https:\/\/smps.org\/wp-content\/uploads\/2023\/06\/How-To-Prepare-for-Client-Interviews-Like-a-Broadway-Star_Marketer-August-2019.pdf\" target=\"_blank\" rel=\"attachment wp-att-25997 noopener noreferrer\">Read the full article &gt;&gt;<\/a><\/p>\n<p>&nbsp;<\/p>\n<p><em>This article, written by Leslie Blaize, CPSM, first appeared in the August 2019 issue of Marketer.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>What do engineers and architects have in common with Broadway actors? They both perform. And great performances lead to public acclaim and future work. The decision to deliver a winning presentation at a client interview begins with the go\/no-go decision. Ideally, a team goes after work with the odds stacked in their favor. Key players [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":43387,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[35],"tags":[171,172,34,173],"class_list":["post-25998","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketer","tag-client-interviews","tag-leslie-blaize","tag-marketer","tag-presentation"],"_links":{"self":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/25998","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/comments?post=25998"}],"version-history":[{"count":1,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/25998\/revisions"}],"predecessor-version":[{"id":43388,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/25998\/revisions\/43388"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/media\/43387"}],"wp:attachment":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/media?parent=25998"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/categories?post=25998"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/tags?post=25998"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}