Shoes, Watch, Cuff-links and the Like

While Mr. Webb walks into the meeting that was arranged by Mr. Trujillo, a potential future client, he is reminded of the advice he received years ago when he first entered the business world; the first three things that any true man of business notices are shoes, cufflinks, and the watch. With many years of experience Mr. Webb surely came prepared for the meeting having shined his shoes the night before (although they were already like a mirror even beforehand), chose his most respected set of cufflinks, dry cleaned his suit, ironed his blue button- up, and of course laid out his power tie (with a little help from his wife).

Before the appointment even began Mr. Trujillo took a liking to Mr. Webb as it was apparent that Mr. Webb was a man of professionalism; a man who took his work, his life, and his client’s seriously. Simply by the pure appearance of Mr. Webb his ethos was increased. Whether fair or unfair, Mr. Webb understands that to be taken seriously and to be respected requires to respect oneself and in the business world this is often done through apparel and appearance. His professional appearance, with his more experienced face was respected by all who worked with him.

As the two men come together a firm handshake and inviting but confident eye contact is exchange between them both. Whether Mr. Webb’s (and his firm’s) ideas are worth the time or not, Mr. Webb knows that if his ethos brings no appeal to Mr. Trujillo he may never get the chance to offer his ideas. Both men have a handpicked team of colleagues that they brought yet the focus remains upon the two main representatives of each corporation/firm.

As the meeting begins Mr. Webb knows that he must present himself in such a way to suggest authority and power while still demonstrating respect and sincere interest in the success of Mr. Trujillo’s company.

Mr. Trujillo: Thank you for meeting with me on such short notice. As I’m sure your secretary reported to you we have been looking for a firm for some time and would like to move forward as quickly as possible. I have heard some things about you and your firm and would like to hear a bit more from you. (Mr. Trujillo tests the waters by verifying the level of communication within the firm. Namely between Mr. Webb and his secretary.)

Mr. Webb: Yes, I was told. It’s my pleasure to make the trip. It’s pleasing to hear that my firm remains elite in the consulting field. I assure you that if willing, you will find that the things you heard are true. (Mr. Webb demonstrates complete confidence in the success and reviews of his firm as given by others in reference to Mr. Trujillo’s previous statement. He is sure to include as much information provided by Mr. Trujillo’s words in his own speech as to demonstrate his attentiveness and good listening skills while still being able to move the conversation forward. Mr. Webb understands that he must demonstrate control and confidence while not overpowering the firm. As a result, at this point in conversation he uses a middle style to please the client and his company. He wishes not to come off as condescending and therefore avoids the low style at this point in time.)

Mr. Trujillo: With the information that was provided in the email, what perspective or options do you have to offer?

Now given the green light, Mr. Trujillo stands up from the chair and moves to the screen where his team has set up the projector to begin presenting the power point. This is where the style shifts from middle to mainly high style. Mr. Trujillo does some teaching or reviewing of what the company and firm are looking at while mainly looking to motivate and inspire the company to hire Mr. Trujillo’s firm. Although no specific invitation or offer is made, Mr. Trujillo speaks as though the decision has already been made and that the problem has already been solved by giving some information as to how it can be done.

By the end of the meeting, both Mr. Trujillo and Mr. Webb leave pleased with the outcome. The consulting begins.