Client Tips for Successful Consultation Calls | APEX LEADERS

PR IVATE EQU ITY B E ST PRACTICE S

CLIENT TIPS For Successful

CONSULTATIONCALLS

This is your meeting.

You set the tone for this meeting and the tone you set will be instrumental in how to get the most valuable information from the advisor.

Reaffirm your mutual introduction. A short immediate follow-up email to your advisor solidifies the connection and acknowledges your commitment to the upcoming call.

Once you agree to an advisor call

!

!1 For the best information, put your advisor at ease.

Your first comments should set positive tone and establish some rapport with advisors before evaluating the person for credibility or future fit in an ongoing role.

Offer advisors contextabout who you are.

Introduce yourself and your firm briefly, personalizing it with details like your role and tenure there or something you particularly like about the firm. Aim for 3 minutes or less.

2

Provide clear expectations about what you hope to learn from the advisor. For example, you may want an industry overview and then transition to specific questions asked by anyone on your team.

Help prepare the advisor so that they stay focused on the desired topic.

3

Early in the conversation try to get in sync with the advisor’s pace in terms of speed of the conversation and the level of sophistication.

IF THE ADVISOR’S PACE OF DELIVERY IS OFF, RESPECTFULLY GUIDE THEM TO GIVE YOU WHAT YOU WANT.

4

Intermittently through the call, recap what you’ve heard them say to insure you understand and to signal to them you’re getting their information accurately.

This also provides an opportunity to ask clarifying questions and drill deeper as needed.

5

Ask anything that you think might be a ‘stupid’ question if it’s on your mind and you don’t know the answer.

Ask, If They Were In Your Shoes, What Would They Want To Know?

!6

From time to time, thank them for something that has been helpful to you as this encourage openness.

7

Monitor your emotional reactions to what you’re hearing, whether its stemming from the advisors’ communication style or the actual content.

You should push back when appropriate.For example you can say,

8

There’s something you said that i want to challenge.....“ “

As the conversation is coming to a close acknowledge a specific piece of information that you particularly appreciated.

9

If you want to explore an ongoing relationship express that and what the next step would be.

10

CONSIDER TIMELINES, COMPENSATION, AND ADVISOR AVAILABILITY IN YOUR INVITATION.

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