Maister recommends that the seating is random. You must assign one partner or staff member to sit with five prospects. The partner or staff member converses with these prospects, making it known they’ve done their homework by asking relevant questions about each of their businesses. [Read more...]
Small Seminars for Professional Services
November 18, 2011 By Leave a Comment
In Managing the Professional Services Firm, David H. Maister (1997, pp. 121–4) gives some guidelines on how professional firms can have highly individualised face-to-face dialogue with prospects at seminars. He says: [Read more...]
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