Avoiding the gravitational pull of black hole communication

Consultants who agree the client's next actions at the end of meetings sell more. It's a great habit.

Doing so ensures the client understands what's expected from them, as well as what they can expect from you. It means they are buying into a plan for procurement. Too often this plan is one way, with all the emphasis on the consultant and their actions.

For example, if you promise to deliver a proposal by a certain date. There must be some explicit action for your client too ... "and you agree to review this with your team before 16th July. Then we'll have a telephone conference call at 10 on 17th July. Is that ok?"

And, if your client won't commit to taking action? Well that's a red flag.

Food for thought.