Client meetings that shape decisions, relationships, and future opportunities require more than subject-matter expertise. Professionals need to understand what is most important to each person in the room, draw out different perspectives, respond effectively in the moment, and move the conversation toward a meaningful next step.
Lead the Client Meeting is a practical, interactive program that helps professionals prepare strategically, lead meetings with confidence, and create conversations that strengthen client relationships and move business forward.
What Participants Will Practice
- Prepare around the client’s priorities, the people in the room, and the desired outcome.
- Open the meeting with a clear purpose and direction.
- Ask stronger questions, listen closely, and adapt as the conversation unfolds.
- Offer relevant solutions based on the needs and priorities uncovered during the conversation.
- Close with clear decisions and next steps.
Participants put these skills into practice through realistic client scenarios and role-play, with opportunities to receive feedback, try different approaches, and build confidence before applying them in an actual meeting.
For Organizations
For Individual Professionals
Why I Created Lead the Client Meeting
Lead the Client Meeting grew out of more than 25 years in sales, business development, and leadership—both leading client conversations and helping other professionals develop the skills to lead them effectively.
At Bloomberg Law and Bloomberg Vault, I helped develop sales training programs and coached new salespeople as they built their skills. I also spent years putting that work into practice—preparing for and leading client meetings, uncovering customer needs, communicating value, and guiding conversations toward decisions and next steps.
Today, I teach Personal Selling as a Visiting Lecturer at Cornell University’s Johnson School of Management and Cornell Tech. As an Entrepreneur in Residence, I also advise founders on sales, business development, and communicating their value propositions clearly.
I created Lead the Client Meeting to bring those experiences together in a practical program that helps professionals prepare strategically, ask stronger questions, listen closely, offer relevant solutions, and lead client conversations with confidence.