There’s almost nothing worse in business than long, pointless meetings. Whether meeting with a client, partner or employee, it pays to think about desired outcomes beforehand so the discussion has focus and a logical end point. I also advise creating an environment that is conducive to working together, which includes taking a few minutes to engage on a “people” level before launching into the official business at hand.

In meetings with new people, always introduce yourself even if you think they might know who you are. Assuming people know you can be interpreted as arrogance. Don’t be afraid to offer a sincere compliment if that feels right to you. If a client offers you a beverage, accept with thanks.

Remember the importance of nonverbal communication by smiling and removing physical barriers that inhibit eye contact. When meeting with others from outside your company, intermix seating and sit shoulder to shoulder (i.e., don’t line up “teams” and sit across from each other).

I’ve also found that agreeing on something, no matter how small, within the first five minutes is helpful if you are hoping to come to agreement on something important during the course of the meeting. And, while it should be obvious (I’ve been in meetings where it doesn’t happen!): take notes. This shows you care and, most important, keeps details from slipping through the cracks

Tom’s Takeaway: Reaching agreement requires trust. Trust only gets built through work and understanding. Invest in key relationships and get to know the person with whom you’ll be working. Paying attention to little details during meetings is a good way to begin this process.