Client meeting etiquette rules as an Analyst
Will be attending meetings with clients soon. What are some basic etiquette rules before/during/after the meeting as an Analyst apart from taking notes?
Will be attending meetings with clients soon. What are some basic etiquette rules before/during/after the meeting as an Analyst apart from taking notes?
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Disclaimer: haven't attended any client meetings, but I have been on conference calls with em. Basically just be prepared as far as models/assumptions/numbers go. During the meeting, don't speak unless spoken to. As far as after, follow the MD's lead.
Before you speak, think:
"Does this need to be said?" then "Does this need to be said by me?" then "Does this need to be said by me, now?"
It's possible for you to add value, but not probable. Just be prepared.
It's not really etiquette, but print out (in some legible format) all the backup to the financial analysis in the book, and have it with you, as in, on the table in front of you. Presumably the slides for the client's consumption are not going to contain three statement models, purchase accounting adjustments, etc, but if someone has questions on the inputs, all eyes will be on you.
If you don't have anything value added to say don't open your mouth.
If you are going to ask a stupid question or something that the client expects you to know, don't open your mouth.
Be prepared with the details and ready to pull up numbers. You're the analyst so that makes you the numbers monkey whether you like it or not.
Don’t overthink it. This is not a big deal at all. Sit up straight, take notes, pay attention, firm handshakes, etc. Let your boss take the lead and don’t sweat it. I think you’ll find that a lot of senior people on the other side of the table don’t embody the intimidating robot perfection image you probably have built up in your mind. Everyone is human and most senior people are actually really cool people.
Some people may disagree as some but I felt like these were pretty solid when I was an analyst/associate
Don’t be the first to enter the room or first to introduce yourself
Read the room when determining where to sit. Generally I’ll see what chairs the senior members sit in and I’ll flank myself on either end depending on layout
Don’t be the first to sit down wait for client and senior team. Read social cues
Make proper introductions to everyone
Hand out business cards if you see senior members doing so
Prepare. Work on nerves. Make it feel like a conversation and not a rehearsed speech
Don’t speak out unless you have a speaking part/section of deck. Wait for senior members to respond and if they think you are the knowledge expert they will likely say “xxxx what do you think?”
Use time to really get to know the people you’re going to meetings with. I was provided so much more access to office politics after going to client meetings and in general you’re able to build better relationships by learning more about the people you’re with. Just don’t be creepy and talk about other things in downtime if you’re traveling
Maintain interest during meeting, don’t just sit there and take notes. You are supposed to know the material but if the client says something interesting write a quick note down
This likely depends on group and dynamics but I got into the habbit the day after the meeting to circulate to the team the notes I had and asked if anyone had anything additional to add. Was helpful in keeping note trail for future discussions. Just be careful what you include because of compliance
If there is a dial-in, it is helpful to dial in while people are still arriving and getting set up so you don’t have to do it awkwardly once the meeting starts. Try to sit close to the conference phone in case you have to adjust volume and whatnot during the meeting. Also would have the number and pin written down in your notebook for easy access.
More important than that, pay attention to the body language and tone of the client and you will learn more than you think
Big Swinging Dick isn’t just some made up term
In my limited exposure so far to client meetings / pitches, business cards will be handed out first thing. You most likely will do limited speaking if any at all as an analyst other than the beginning/end welcome & shaking hands. Listen intently and be prepared to back up your MD (yes they are human too and sometimes will look to you for affirmation). Other than that, yes these meetings are serious with lots of money at stake, but don’t be too uptight/worried/weird. Good luck!
1) Firm handshake and make eye contact. Nothing worse than having someone that doesn't display basic confidence
2) If there is some small chit chat going on before the meeting begins - just don't be a freak. And don't start with the weather - whenever someone starts with the weather it tells me they have nothing interesting to say. Read some social cues, and follow the lead of the senior bankers on your team. I.e. If they want to talk about the Monday night football game, feel free to chime in if they ask you what you thought.
3) Know the materials cold. In the rare event that they ask you question, and you don't happen to know the answer, the best answer is "let me look into it and get back to you on that one". Never want to wing it and risk giving them the wrong answer and make your team look like a bunch of jackasses
Voluptas sed provident delectus eius. Velit reprehenderit iure praesentium sint tempore. Nesciunt repudiandae ea pariatur aperiam.
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