Episode 11: Perfecting the Prospective Client Pitch—with Meggan Schilkie
In this Craft of Consulting podcast episode, I interview Meggan Schilkie. Meggan is Principal at Health Management Associates, a leading independent national health policy and program consulting firm. She is a nationally-recognized expert in the healthcare industry and, particularly, with behavioral health and care management organizations, services, policy, and payment. In today’s episode, she shares her tips for perfecting your first meeting with a prospective client, including how to get a meeting and what needs to happen before, during, and after that first meeting to win more clients.
Meggan Schilkie, Principal at Health Management Associates, walks us through step by step what you need to do to perfect your first meeting with a prospective client—the famed the client pitch meeting! She shares her best practices for preparing for the meeting, what to do—and or not to do—during it, and what to do after so you get more business. She also shares some tips for consultants just starting out to ensure a successful project so the client keeps coming back for more. In this podcast, we talk about:
Ways to get the meeting in the first place
The mechanics of preparing for a prospective client meeting—even if you know the person!
How to read the room and tailor your pitch based on what happens in the conversation
What to do if there is nothing you can help them with right now
What to say during the meeting to make a positive and memorable impression
When and how to follow up after the meeting
What to do if they ask for a proposal, you send it, and then you don’t hear back from them
More about Meggan: