Stop Winging It. Start Preparing.

A note to young leaders.

The match begins before the match begins.

Brad Gilbert – the legendary US tennis coach and former world #4 – learnt this the hard way.

When Gilbert first turned pro in 1982, he had a habit of showing up and easing into matches. At college level he could get away with it because his opponents did the same thing.

On the pro tour, the top players came ready to devour him from the first point – as he put it, “main course: Glazed Gilbert.”

In one early tour match, he lost the first sixteen points straight – it was over so fast he didn’t need to take a shower afterward.

From this humiliation, Gilbert developed the pre-match preparation system that would eventually carry him to #4 in the world.

The same is true of business. Whether it’s a pitch, a negotiation or an interview – the meeting begins before the meeting begins.

Before every meeting of consequence – review the LinkedIn profiles of everyone in the room. Look for common connections and interests. Determine your objectives. Decide in advance what your tone, tactics and opening posture will be.

Stop winging it. It’s time to turn pro.