To answer the question, perhaps I can illustrate with a little story. I walked into a meeting with a prospective project sponsor. When we sat down, he asked me a question, which I answered very briefly. He then went on to talk about his problem and his business so quickly and so fast and so intently, it was all I could do to keep up in my notes. I didn’t get a single word in for the rest of the meeting.
When he finished, he stood up and said: “Well, that was the most interesting meeting I had all day! When can you get a proposal to us?”
So, how do you handle the first meeting? Let them talk about themselves. Nine times out of ten, they will walk away thinking you are a genius. And you are, because you listened to their problems. Ask substantive questions that reflect a detailed knowledge of your area of expertise, and otherwise, try to keep quiet. Let them talk. That’s the best strategy on your first call.