Top performers use a simple strategy that most people overlook: the “Call Before The Call” (CBTC), a concept from Paul Swiencicki.
Very few people do it, but those who do see a massive difference.
The CBTC is a quick pre-call with your contact before the main meeting. It’s your chance to set expectations, ask open-ended questions, and gather critical intel.
In M&A, deals often involve multiple stakeholders with different priorities. The CBTC helps you understand what each person values—and spot objections before they’re raised. Knowing this upfront lets you hit the right notes in the meeting.
Here are a few of Paul’s go-to questions:
"What are you expecting to see or discuss in the meeting?”
“What is the most important topic we should focus on?”
“What would you consider a successful outcome?”
“What concerns or red flags could hold us back?”
“What objections do you expect from others?”
The CBTC is a low-risk move with massive potential upside; it could make the difference between nailing your meeting or stalling out.
H/T: Paul Swiencicki