20 Things to Consider at Client Meetings

At Russam, we don’t like to think of client meetings as “interviews.” They are opportunities for senior professionals to exchange information, understand the business situation, and explore how they can add value while fitting the client’s culture. Here’s a guide to help you make the most of every client meeting.

Before the Meeting: Preparation is Key

Client needs, client needs, client needs. Understanding what the client wants is essential.

Research the client thoroughly – explore their website, accounts, LinkedIn profiles, press releases, and competitors.

Be confident, not overconfident. If you feel rusty from virtual meetings, consider scheduling a mock session with a trusted colleague or the Russam team. A helpful guide on Teams meetings can be found here.

Prepare your introduction. Be ready to answer “Tell me about yourself” succinctly and relevantly.

Have 6–8 thoughtful questions ready. Demonstrate your preparation and interest.

Choose your meeting slot wisely. If possible, take the last slot and arrive 15 minutes early (5 minutes early for Teams/Zoom).

Treat virtual meetings as seriously as in-person ones. Preparation, attire, and mindset are equally important.

At the Meeting: First Impressions Matter

Project professionalism. Dress well, offer a firm handshake, and arrive motivated. Taking notes can signal engagement, so always have a pen or pencil handy.

Use positive body language. Maintain eye contact, smile, and avoid negative signals with arms or posture.

Listen more than you speak. Aim for the client to do 66% of the talking.

Answer the question, don’t ramble. Keep career history brief—your CV is already reviewed.

Build rapport. Show empathy, enthusiasm, and passion. Quick follow-up from virtual to face-to-face meetings can reinforce connection.

Avoid overt selling. Remember, the client has already expressed interest in you.

Handle sensitive topics carefully. Keep responses brief and redirect with a question back.

Demonstrate experience. Show that you’ve done similar assignments and can hit the ground running. The STAR method works well:

Situation: Set the context briefly.

Task: Outline the goal or challenge.

Action: Describe what you did.

Result: Share the positive outcome or lesson learned.

Offer solutions and value. Show you can make an impact immediately.

Avoid unnecessary presentations unless requested.

Take notes thoughtfully, but don’t hide behind a laptop.

Address client concerns confidently during the meeting.

Don’t negotiate fees or contracts—Russam supports all practical elements, including IR35 and contract setup. If you’re going direct, we can advise on rates and reference the IIM annual survey.

Ask for the assignment. Make it clear you want the role and understand the decision timeline.

Pro Tip: Every client meeting is an opportunity to demonstrate professionalism, insight, and the unique value you bring. With preparation, focus, and the right mindset, you’ll leave a lasting impression.

For more guidance and resources to support your interim or senior role journey, explore our full candidate resources: