To effectively engage with a client, it's crucial to thoroughly research their company, industry, and the individual you are communicating with. This research needs to be comprehensive and current, as new information about the client can emerge daily. Staying informed about even the smallest details can demonstrate your commitment and understanding of their business.

In "The Trusted Advisor," David H. Maister emphasizes that being well-prepared is essential for building trust. Understanding the nuances of the client’s marketplace and their recent developments will enhance your relationship, allowing you to provide tailored advice and support that resonates with their current situation.