I recently met with the CEO of a firm that called us in to learn how we could help the company grow. Two of my colleagues joined me for the meeting, and during our ride back to the office, we had quite a rich discussion about how to approach working with this new company.

Jonathan picked up on the prospect's yearning to bring their marketing to the next level.

Margaret heard the same message, but she keyed in on the prospect's implied dissatisfaction with current staff.

I noted that the client kept mentioning his desire for aggressive growth, but he avoided (even after some nudging) putting any hard numbers around it, and might not be clear himself about what aggressive growth really means. 

Listening to the number of key points and take-aways we each left the meeting with, I was struck by how much we gained in this business development situation by working together.

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