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Client Speak: A Matrix of Understanding
In my last piece, we concluded with a question once asked in a popular song of the 1960s: 'Do You Want to Dance?' Implicit in the tuneful allusion is the need to transition your focus, and your firm's focus, from talking to selling ' from planning the dance to actually requesting the honor of one.
Admittedly, our metaphor breaks down rather quickly. After all, one needs no particular understanding of a prospective dance partner to close the waltz deal or the mambo deal or even the funky chicken deal. It's just a dance, after all, and not yet a developed relationship.
The professional services deal is an altogether different proposition. Here we are talking about relationships, in the most fundamental professional sense. In this ballroom, a whole matrix of understanding must underlie the decisive 'Do you want
to dance' question before you dare ask it.
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