My client had a great track record at a regional bank. He wanted to step up to the big leagues. Larger deal sizes, more interesting transactions, cross border, etc.
How do you convince someone you can make it in the big leagues?
We spent 3 one hour sessions where I taught him how to satisfy his agenda. His main agenda was to bridge his existing skills and client experience to a larger setting. We framed his answers to give details of his largest transactions at his regional bank and what he loved about them. He was hungry and showed the hunger.
He made it!