Most companies usually go high, I go low

#EnthusiasticElisa #PreparationistheKey

#ONETeam #SNAPS #SageandNotableAdvisesfromPatrickSalazar

I always conduct strategic dry runs to prepare for any client meeting. I ensure BOTH the meeting objectives of my client and my Team are achieved.

We design the communication approach, PPT slides, talking points, Q&A together to ensure that all components of the solution and presentation are successfully presented. I ensure there is at least 25% white space in all PPT slides. I test all materials (videos or demos) to avoid technical problems.

All speakers present within HALF the time allotted and have a high level understanding of what the other speakers will present. We anticipate for possible 5 difficult and 5 curve-ball questions for each presenter based on the profile of my clients.

I anticipate what my competition will present. Most companies go high, I go low. Senior executives love to talk for hours and there are also senior execs who parachute-in a day before the meeting to present “something” but was not part of the over 10 dry runs conducted by the Team. It's funny they usually brag to the client that they just got pulled-in at the last minute and complain their trip was a hassle.

NOPE, not in the meetings where I am the lead! I politely assign these last-minute executive paratroopers to be break time chit chatters. Instead... I prepare my Seed Team to present - my Team Leader, QA, Trainer, Recruiter, Frontline Associates who join the FGD and will be assigned to the account when we win it. They are the stars of my client meetings not the ones wearing a suit including me.

I conduct a live dry run for Site Tours attended by ALL presenters. So for Recruitment presentation, I bring everyone to the Recruitment Center. I identify a Recruiter (not the Recruitment Director) to present. They confidently know answers to possible questions like “You have 3 banking clients. If I become your 4th banking client, how do you determine if this applicant is for my process or for your other 3 banking clients?”.

Net/net: Preparation is the key.

*About the photo

There is a cup cake design competition for First Graders and my youngest daughter, Elisa, wanted to participate. The Sunday before the competition, we went to the grocery, had her choose her creative materials and she practiced designing cupcakes at home so it won’t be her first time during the actual competition.

She did not win in the competition that Monday. But.. WE ALL WON the Sunday before coz we spent quality family time together. She also learned the value of preparation.

Do you see that smile on her face….. PRICELESS!