Dana Okafor, Account Director
I've got the Meridian renewal call Thursday. Their new procurement lead is opted in through their company's Print program. How should I run this?
P.I.E.Grounded read— Based on current, consented profiles
Priya Raman decides by elimination rather than enthusiasm. She'll have read the materials before the call, and she treats a live meeting as the place to close open questions — not to be persuaded. Warmth doesn't move her; unresolved detail does, in the wrong direction.
Your own read is the mirror image: you build rapport first and land specifics late. That has worked with the incumbent sponsor and will misfire here.
Concretely: send a one-page summary of the renewal terms the night before, and open the call by walking those terms rather than the relationship. I've put a prep brief on the canvas.
I'm on solid ground here — both profiles are current.