As engineers, we are often brought in to play the role of technical expert during sales meetings. This usually entails walking through the specific processes that are applied, how the tools and equipment works and giving the client a comfortable feeling that they will be in good hands once the project is engaged. Typically this is be right up the alley of the standard engineer.
The problem comes in where the “sales people” and “technical people” approach a client differently. If there is a tension between the internal team it will be apparent in the meeting. No matter how good we technical folks are with the client, if we aren’t just as good with the internal team it won’t matter. The problem is that even the best technical sales people focus on their presentation to the client. Too often they overlook the relationship building that needs to occur with the internal team.
So today, team, go out and build those relationships internally. Focus on your team as much as you work on your skills with clients.