Win the outcome, not the meeting.
Being right in the room is the consolation prize.
The trap is to win the argument and lose the deal. Or win the brief and lose the relationship.
Or correct the client in front of their staff and lose the next ten years of access.
Leave the room with what you came for, even if it means losing the point.
The score is kept after the meeting, not during it.
- 01Before any meeting, name the one thing you need to leave the room with.
- 02If you're winning the argument but losing the outcome, you're losing.
- 03Save the ‘told you so’. It costs more than it earns.
- 04The score sheet is what got done, not what got said.