1. Give a brief about your company and it's capabilities. 2. Identify client industry and showcase previous examples of cases based on that industry. Don't mention what you did for which client to maintain confidentiality. 3. Ask questions to understand which function they need help in. Showcase a few cases that you did based on that function. 4. Ask for a requirement brief. If they are unsure of where exactly they need help, propose to help them with discovering what they need. 5. Arrange further calls to, say, walk them through detailed case studies with the help of experts or to meet more people from both sides based on the function related to the business need. 6. Once the business need is identified, propose a solution framework.

I write this with experience as I have been able to win a new potential client over a single meeting on a consulting lead initiative. Some of the prerequisites that worked in our favour was that I represented a large reputed services company and the CIO was a connect of the sales leader of the region. Key elements to win are: 1. Pre work - research in the customer value chain, their technology investments, pain points, a read through of their annual report on performance and wheee they need to go 2. Tailor made pitch addressing their business goals and value and how we will help them get there 3. Strong domains knowledge and comprehensive examples of similar situations encountered and how we approach it 4. Price point to be outcome driven

I focus on asking thoughtful questions that show I’ve done my homework on their business, and I highlight a few relevant success stories that directly address their challenges. Offering quick wins or actionable insights during the meeting also helps build trust right away.

Encourage the client to openly discuss their experiences, challenges, and goals, then craft a personalized solution tailored to their needs. Clearly highlight the value of your premium services, which come at a cost, ensuring a lasting impact.