You are meeting a client for the first time

During your conversation you realise that you don't have previous experience of doing this type of work in the client's business sector - although you have done similar work elsewhere. The client then asks, "Have you done this type of work in our sector before?"
How should you respond?

In "The Trusted Advisor" Charles Green recounts experiencing this situation early in his consulting career. His first thought was to answer "not exactly, but we have done similar work elsewhere". Before he could do so, the experienced consultant he was with answered "None that I can think of." (Long pause). "Given that, is there anything else you would find it helpful to discuss?" The client seemed unperturbed and they continued the selling discussion.

In fashioning your response to this question, consider what motivations you think the client might have in asking this question. Are they seeking reassurance (being risk averse)? Are they anticipating a question from a colleague? Are they looking for fresh ideas, in which case experience from outside their sector would be just what they are looking for?

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