There’s a fine between thoughtful planning and analysis, or over-thinking and paralysis.  I should know, as I’ve crossed it from time to time.  If you know me, you also know that details matter; they truly do.  I like to understand why, not just how and what.  Plus I like to have options, depending on how things go.  Those desires require analysis.

Taken to extreme, how much information and analysis is sufficient?  Surely there’s always room for one more iteration, one more round of “What if?”  The trouble is that, for some, there’s never enough.  To combat this tendency, I’ve learned to weigh the gravity of the situation and the consequences of a poor decision, then match the level of analysis to that scenario.  The reality is that the consequences are not as drastic as we often think, nor are they irreversible for many decisions.  Yet overthinking can lead to taking no decisive action whatsoever, which actually results in decision by indecision.

Consider the planning and analysis associated with client meetings or presentations in a B2B service setting.  Depending on whether you’re meeting with one key decision maker, a committee, or a board, the dynamics can be vastly different.  In fact, it seems that these days more decisions are made by committee and often behind the curtain.  If you’re the sales rep or account manager, you do need to spend ample time preparing; it’s wise to avoid an ambush.  But there is an important difference in how you approach each situation.

Rather than “over-think”, consider these 7 steps:

• Define your desired outcome.
  • What is your clear goal for the meeting?
  • (By the way, if there isn’t a clear purpose for meeting, why would you spend the time?)
• Know your product or service. Be an expert.
  • If you’re meeting with a prospect, have key questions prepared that will reveal their situation and challenges.
  • If they’re already signed up, know exactly what your firm has sold to them!
• Research the client’s situation.
  • What do you already know about what they might be thinking?
• Anticipate the Top 10 topics or questions that are likely to arise.
  • Answer those clearly and concisely in your mind, ahead of the meeting.
  • Writing down the answers – and rehearsing them – will help you build confidence.
  • Don’t sweat it beyond that. Really.
• Decide how you are going to respond when asked about something you don’t know, or when you don’t have the necessary info to respond.  No one is expected to have all of the answers, all of the time.
• Realize that, no matter how much you prepare, the conversation will take on a life of its own.
  • That’s human and it’s ok.
• Be yourself.
  • When it’s game time, technique is nothing, but intent is everything.
  • Maximize the Moment!

Analyze, yes; but don’t over-think!  You’ll enjoy the journey much more that way and your results will show it.