Power Questions Build Relationships Win New Business and Influence
59. In thinking about choosing a partner to work with on this,
what's most important to you?
60. May I ask, who else are you talking to?
61. Can you walk me through your decision-making process?
62. Who will make the final decision about choosing a firm to
work with?
63. How will the funding for this be determined?
64. If two providers are evenly matched in terms of technical
ability, experience, and price, how will you make your decision?
65. I sense you do have some hesitation. Can you help me
understand what is behind that?
66. Is there anyone else who we ought to discuss this with or hear
from before we finalize our approach?
Before Meeting with a Client: Questions to Ask Yourself 67. Have I thoroughly discussed the client's needs and
expectations for this meeting?
68. If substantive information or recommendations are being
presented, have we previewed these in advance with all the right
constituencies?
69. Are the right people—from their side and from our side—
coming to the meeting? Do I know who they are and how many
there are?
70. If more than one of us is attending, have we discussed and
clarified the roles that everyone is going to play?
71. What are the most prominent messages or ideas that I want to
get across? How would I summarize these in one minute or less?
72. What are the different options for presenting our ideas? Can
we use flipcharts rather than PowerPoint? Do we have some
engaging stories that can help to illustrate our points?
73. Is there anything I can give to them beforehand (e.g., pre-
readings) that will make this meeting more productive?
74. What's going on in this person's world right now? What
pressures are they feeling (at work, at home, etc.)?
