Two very separate  yet related items came my way within 24 hours of each other.

First, I came across an article, explaining “5 ways to host better meetings“. The next day, a mentoring client in Jerusalem asked was describing to me how she had prepared for meeting potential customers later on in the week. I realized that she had been following classic texts and blog posts, but had not thought beyond ‘the immediate’ issues. Disaster as looming and something had to be done, pronto.

It is all very well having your notes ready and preparing a few jokes. That makes us look and sound good, but a meeting should have a purpose. We need to come out of it, having moved pertinent issues forward.

So here are three practical, seemingly obvious suggestions that can help to make a difference, and do so at one of the key junctions of a get-together….the beginning.

First, know who will be present. Please reread that statement. “Know” includes:

• Discover the full names of the participants and how to pronounce them
• Learn some of their likes and dislikes. If you are unfamiliar with their background, call on Mr Google
• Research if they been in similar situations before and rejected offers you are considering to propose.

As I said, obvious, and yet you would not believe how many people I come across fail to invest 10 minutes in such actions. All these actions can stop you making some basic faux pas and help to raise the level of your professionalism.

Second, if the meet up is to take place outside your territory, you may need to check out the site in advance. For example, if they have chosen a coffee bar, why and what are the drawbacks to the establishment? If you are going to look at a property, reconnoiter the place before hand.

Third, and most important, when you finally greet the person, keep your eyes open. There will be something about them – an item of clothing, a photo on their desk, a newspaper article nearby – which will reveal what is close to their hearts. Use that knowledge in ‘the icebreaker’, when you start the first part of your conversation with them. They will be delighted by your interest and concern. In one safe move, you have won them over.

Naturally, you do not have to take these points into account, but why start off a meeting on the back foot for lack of effort?