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O P I N I O N
T he best training is experiential. Take your rising stars to client meetings so they learn by osmosis. Your next generation of talent will appreciate the opportunity to interact with clients and have real practice with the soft skills needed to build long- term relationships. Where’s your plus-one? There’s plenty of excuses as to why you won’t bring one of your rising stars to meetings with clients, and none of them are good.
❚ ❚ Lone wolf excuse: “I need to establish trust before introducing too many people.” ❚ ❚ Bean counter excuse: “The client is an hour away, and the fees won’t allow extra overhead.” Address these excuses quickly. Make tag-alongs “Take your rising stars to client meetings so they learn by osmosis. Your next generation of talent will appreciate the opportunity to interact with clients and have real practice with the soft skills needed to build long-term relationships.”
Greg Kanz GUEST SPEAKER
You agree with this idea, but why doesn’t it happen more at your firm? I sometimes see the passenger seat of company cars empty as our senior staff leave for client appointments. Our recent internal campaign slogan “Where’s Your plus-one?” is on keychains and posters near doors and elevators. It helps increase awareness and make sure there is someone riding shotgun. WHY THEY GO ALONE. There are several situations why your senior staff go to client meetings alone. See if you’ve heard these responses: ❚ ❚ Carpe diem excuse: “The client called and I re- sponded right away.” ❚ ❚ Copernicus excuse: “I am the only one who can help the client right now.” ❚ ❚ NASCAR excuse: “I didn’t have time to bring some- one up to speed for the meeting.”
See GREG KANZ, page 12
THE ZWEIG LETTER December 18, 2017, ISSUE 1228
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