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If you allow the candidate to take the initiative during a meeting its respect for you will decrease. Therefore cut all questions which do not concern the project, and set them. First, ask about character of the project or about the decision expected from you on the given problem, and also on other requirements of the client. Then take an interest about time frameworks of the project. Subsequently ask, whether its organisation has financed this project. In the end learn, who bears responsibility for the project. The client quickly will understand that you are an expert on rendering assistance on a professional basis and have come on the given meeting not for interview. Judging by your professional manner of behaviour, the client will understand: to similarly that as studio Universal does not ask Has measured the Strip to pass the teletest at the given stage of her career, you also are not going to to prove the professionalism at present to yours. Answers of the client to your questions will allow to define quickly that it itself(himself) represents. If speaks about the problem or the project vaguely, it means that does not trust not only to you, but also any other adviser. If says that it and its organisation have not established time frameworks for the project, it means that they give it not enough value or it is not important for them in general; the same if the project is not financed. Proceeding from answers, you can conclude that or before you the person who has got used in vain to take away another's time, or the representative of a legion of the executives, liking to hold ineffectual meetings. Reduce a meeting, having offered your cut-away and-or the brochure and having invited doubting (instead of firmly convinced of you) to communicate again when it or its organisation will feel strong requirement for your knowledge; do it confidently, but with grace.

If in a calendar for the project the possible client has precisely certain dates, or he says that the foreign help and special knowledge still are urgently necessary "yesterday" to it; if its project is financed and presented you in enough clever form it is "a live" candidate and it is necessary to use the best efforts that attentively it to listen and make necessary notes for the future proposal. Moreover, it is possible to show it attention to such candidate, having put itself on its place. About it it was told and earlier. He actually yet does not know you or that you are able. Without allowing it to operate a meeting course, agree to respond to some questions concerning your experience and knowledge. Here the reception used by many succeeding advisers which can be the present sensible argument: give to the client the unpacked form of the ethical code. If such is not present or you do not know, how it to make to make impression upon the client, write to League of advisers and request free of charge their copies.

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