1. NAME NICKNAME______________________________________________

TITLE___________________________________________________________

2. COMPANY NAME AND ADDRESS__________________________________

________________________________________________________________

3. HOME ADDRESS________________________________________________

4. CONTACT:

BUSINESS:______________________ HOME:______________________

CELL: __________________________PAGER:______________________

FAX:__________________________ E-MAIL:______________________

HOMETOWN_________________________________________________

6. HEIGHT: ____________WEIGHT:__________________

NOTES:_________________________________________________________

_______________________________________________________________

_______________________________________________________________

1. MARITAL STATUS:________________________________________________

SPOUSE’S NAME:___________________________________________________

2. SPOUSE’S EDUCATION:____________________________________________

3. SPOUSE’S INTERESTS / ACTIVITIES/ AFFILIATIONS:_____________________

_________________________________________________________________

4. WEDDING ANNIVERSARY:_________________________________________

5. CHILDREN, IF ANY, NAMES AND AGES:______________________________

________________________________________________________________

DOES CLIENT HAVE CUSTODY?______________________________________

6. CHILDREN’S EDUCATION:_________________________________________

7. CHILDREN’S INTERSTES (HOBBIES, PROBLEMS ETC.)___________________

________________________________________________________________

NOTES:__________________________________________________________

________________________________________________________________

________________________________________________________________

COMPANY:____________________________________________________

LOCATION:____________________________________________________

DATES: ___________________________TITLE:______________________

COMPANY:___________________________________________________

LOCATION:___________________________________________________

DATES:___________________________ TITLE:______________________

2. PREVIOUS POSITION AT PRESENT COMPANY: TITLE:_______________

DATES:______________________________________________________

3. ANY "STATUS" SYMBOLS IN OFFICE?___________________________

4. PROFESSIONAL OR TRADE ASSOCIATIONS:______________________

5. ANY MENTORS?_____________________________________________

6. WHAT BUSINESS RELATIONSHIP DOES HE/SHE HAVE WITH OTHERS IN OUR COMPANY? ______________________________________________

7. IS IT A GOOD RELATIONSHIP?___________ WHY?_________________

8. WHAT OTHER PEOPLE IN OUR COMPANY KNOW THE CUSTOMER?

_____________________________________________________________

9. TYPE OF CONNECTION NATURE OF RELATIONSHIP_________________

_____________________________________________________________

10. WHAT IS CLIENT’S ATTITUDE TOWARD HIS/HER COMPANY?

_____________________________________________________________

11. WHAT IS HIS/HER LONG-RANGE BUSINESS OBJECTIVE?

_____________________________________________________________

12. WHAT IS HIS/HER IMMEDIATE BUSINESS OBJECTIVE?

______________________________________________________________      

13. WHAT IS OF GREATEST CONCERN TO CUSTOMER AT THIS TIME:

THE WELFARE OF THE COMPANY ________       OR

HIS/HER OWN PERSONAL WELFARE?___________

14. DOES THE CUSTOMER THINK OF THE PRESENT OR THE FUTURE?

________________________________________________________________

WHY?___________________________________________________________

NOTES:__________________________________________________________

________________________________________________________________

________________________________________________________________

2. POLITICALLY ACTIVE?___________ PARTY IMPORTANCE TO CUSTOMER

______________________________________________________________

3. ACTIVE IN COMMUNITY?__________ HOW?_______________________

______________________________________________________________

4. RELIGION: ________ACTIVE?____________

6. ON WHAT SUBJECTS (OUTSIDE OF BUSINESS) DOES CUSTOMER HAVE STRONG FEELINGS?_______________________________________________

_______________________________________________________________

NOTES:_________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

1. MEDICAL HISTORY (CURRENT CONDITION OF HEALTH)________________

________________________________________________________________

2. DOES CUSTOMER DRINK? _____IF YES, WHAT AND HOW MUCH?_______

3. IF NO, OFFENDED BY OTHERS DRINKING?___________________________

4. DOES CUSTOMER SMOKE?______ IF NO, OBJECT TO OTHERS?__________

5. FAVORITE PLACES FOR LUNCH:___________________________________

DINNER:________________________________________________________

6. FAVORITE ITEMS ON MENU:______________________________________

7. DOES CUSTOMER OBJECT TO HAVING ANYONE BUY HIS/HER MEAL?_____

8. HOBBIES AND RECREATIONAL INTERESTS:___________________________

_________________________________________________________________

WHAT DOES CUSTOMER READ?______________________________________

9. VACATION HABITS:______________________________________________

10. SPECTATOR-SPORTS INTEREST: SPORTS AND TEAMS:_________________

_________________________________________________________________

11. KIND OF CAR(S):_________________________________________________

12. CONVERSTATIONAL INTERESTS:___________________________________

13. WHOM DOES CUSTOMER SEEM ANXIOUS TO IMPRESS:________________

14. HOW DOES HE/SHE WANT TO BE SEEN BY THOSE PEOPLE:______________

_________________________________________________________________

15. WHAT ADJECTIVES WOULD YOU USE TO DESCRIBE CUSTOMER:

_________________________________________________________________

16. WHAT IS HE/SHE MOST PROUD OF HAVING ACHIEVED?________________

_________________________________________________________________

17. WHAT DO YOU FEEL IS CUSTOMER’S LONG-RANGE PERSONAL OBJECTIVE?_______________________________________________________

18. WHAT DO YOU FEEL IS CUSTOMER’S IMMEDIATE PERSONAL GOAL?

_________________________________________________________________

NOTES:__________________________________________________________

________________________________________________________________

________________________________________________________________

________________________________________________________________

________________________________________________________________

1. WHAT MORAL OR ETHICAL CONSIDERATIONS ARE INVOLVED WHEN YOU WORK WITH CUSTOMER?__________________________________________

2. DOES CUSTOMER FEEL ANY OBLIGATION TO YOU, YOUR COMPANY, OR YOUR___________________________________________________________

COMPETITION?_______ IF SO, WHAT?________________________________

3. DOES THE PROPOSAL YOU PLAN TO MAKE TO HIM/HER REQUIRE CUSTOMER TO CHANGE A HABIT OR TAKE AN ACTION THAT IS CONTRARY TO CUSTOM?_____________

4. IS HE/SHE PRIMARILY CONCERNED ABOUT THE OPINION OF OTHER?______

5. OR VERY SELF-CENTERED? _____HIGHLY ETHICAL?_________________

6. WHAT ARE THE KEY PRIORITIES OF THE CUSTOMER’S MANAGEMENT?

_________________________________________________________________

7. WHAT ARE THE PRIORITIES OF THE CUSTOMER’S MANAGEMENT?

_________________________________________________________________

8. ANY CONFLICTS BETWEEN CUSTOMER AND MANAGEMENT?

_________________________________________________________________

9. CAN YOU HELP WITH THESE PROBLEMS? ______HOW?_________________

_________________________________________________________________

Quoted from Harvey B. Mackey, Swim With the Sharks Without Being Eaten Alive; (1988), Ballantine Books.