Communicate Like a Leader

CHAPTER 32

Consider a Meeting Before the Meeting

Before you state your case, gather the evidence, especially what motivates the other person.

—DENIS WAITLEY, MOTIVATIONAL SPEAKER AND AUTHOR

While developing a proposal writing program for a client, I brought up the importance of understanding the specs in client RFPs—especially when those requests for proposals contained ambiguities. I had ready examples of ambiguously phrased requirements from the client RFPs to prove my point.

The marketing director looked at me with surprise: “Oh, we’d be in big trouble if we had to understand those poorly drafted RFPs! Hopefully, we’ve met with a customer’s liaison long before this stage and helped shape that RFP before it comes to us formally.”

A real eye-opener ...