A lesson that I learned early on in my career with Procter & Gamble had to do with taking advantage of being the new guy. You only get to play this card once—only at the beginning of your relationship with a client. It is a clever tactic and worth adopting if you can. It plays out like this: You are new to your assignment. Human nature being what it is, almost everyone feels a bit sorry for the new guy and wants to be helpful in the early days. It’s a unique time in a relationship and one that you should fully leverage. Ask questions. Have the client give you history lessons on the business. Ask what needs to be improved. Ask what is not right. You have one shot at this, but it is the single best ...
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