Apr 25

Preparing is Golden

I met with a business owner recently to get acquainted and learn about each other’s business.

In preparation for the meeting, I researched her company. I read the company website. I talked with our mutual friend who knows her well. Five days before our meeting I sent an email message asking that she read three specific pages on my website. I arrived at the meeting early so I could get a feel for the place.

My Dog Ate My Homework
During our talk in her office, I asked if she read my website. She said with mild discomfort, “I took a quick look.” A quick probe of what she read and it was clear the quick look was more like glancing at a magazine cover. Suddenly, I was a bit wary, because in my world, lack of preparation for a meeting is a relationship foul.

Now, I admit I’m a bit hard-nosed when it comes to excuses. The comment that she was too busy and had been “rushing around like a crazywoman” fell on concrete ears. We’re all busy. As I have said in these pages many times, I don’t know any working professionals who aren’t. It’s time to stop using that as an excuse, like a kid whose dog ate her homework. The issue is less that she was busy than she didn’t place high value on being prepared.

Show Up BIG
Preparing for a meeting is, at the least, practical; it helps move the dialogue along faster. We don’t have to start on the first rung of the ladder. We can start on rung two or three, but only if both parties participate with that intent.

Preparing is more than just practical. It also shows respect. When deep respect is present, great things can happen. When it’s not, well…relationship building is much more difficult.

I say, show up BIG or don’t show up. Don’t take a meeting you don’t have time or desire to prepare for. Just say, “You know, I can’t give this high enough priority to show you the proper level of attention right now. Let’s try again in a month.”

Oh, the Places You Will Go
What will you be saying if you take this approach? First, you will say the work on your plate is high priority and you always honor your priorities. You’ll tell me that you’re about quality and not just quantity. You’ll be telling me you understand boundaries, so when I share with you the types of clients I work with, you will only refer those types of professionals. And you’ll respect me when I say I can’t meet on a certain day; you’ll understand my commitment to what’s already on my plate. You’ll demonstrate, and not just talk about, caring about the clients and commitments you have. You’ll show me how you focus and avoid distraction. You’ll show me great respect. When we do meet, I’ll know you are giving me the right level of attention.

There is only one way to slice it; preparing properly is golden. All else is tin.

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