“It’s pretty simple. When other firms meet people who could be clients, all they ever do is talk about themselves – or what they can do for them. Instead, we ask them questions, engage them and get them excited about themselves or their organization. It’s a more meaningful approach, since that would be our job for them – to get other people excited about and communicate what they are doing.”

As you note, there is obviously a fine line between engaging and actually demonstrating your qualifications. But, in a world that is “over-sold” everyday I think people respond more favorably by being engaged vs. hearing a pitch.