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consultants network

Using Empathy for Enhancing Client Relationships and Motivating New Ones

  • 22 Jun 2016
  • 6:30 PM - 9:00 PM
  • Constant Contact, Great Room south, 3rd Floor, 1601 Trapelo Road, Waltham, MA 02451


Using Empathy for Enhancing Client Relationships and Motivating New Ones

By Scott Loring, Certified Professional Coactive Coach (CPCC)

The most important skill a professional consultant needs for a successful practice is knowing when and how to deliver genuine empathy to clients, potential prospects and collaborators. Empathy is the ability to show your deep understanding of the needs and motivations behind other’s demands, requests and actions. By showing understanding, even when you don’t agree, you build rapport and trust with your clients and other consultants, and consequently will be able to close more proposals, create a more positive client experience and generate more referrals

In today's consulting environment, it is more important than ever to bring an initial proposal all the way to a successful conclusion. Engagements that fail usually leave all parties feeling angry and resentful. The reason many engagements fall apart is due to misunderstandings that lead to emotional reactions filled with anger, mistrust and regret. To deliver empathy in a succinct and powerful way will move your engagements forward. Specifically,

  • The three-step formula for delivering Empathy quickly and authentically.
  • How to hear the underlying interests behind other’s complaints.
  • The difference between Empathy, Sympathy, Advice and Assurances.
  • Why Empathy is the single most important tool for repairing misunderstandings.
  • How Empathy creates opportunities for building trust and referrals.

About the Speaker:

Scott Loring is a Mediator, Negotiation Consultant and Executive Coach. Since 2000, Scott has brought his communication, conflict resolution and team building skills to individuals and business teams. Scott has particular expertise assisting client-focused businesses, helping consultants to negotiate both internal and external issues such as price negotiations, business mergers and the inevitable conflicts that arise between co-workers. Scott was trained by Meditation Works, Inc. (MWI) and Harvard University’s Program on Negotiation (PON).. Scott’s success as a coach and mediator is based on his ability to help clients achieve clarity through his intuition, deep listening and a direct, supportive communication style.

PLEASE NOTE: The meeting is open to the public. No charge for Consultants Network members or employees of Constant Contact; $5 entrance fee for all others. Casual dress. No registration is required.

There will be an informal dinner meeting prior to the event, taking place at Bertucci's, 475 Winter Street, Waltham (, at 5:15 PM. No reservation is required.

The Consultants Network meeting starts at 6:30 PM.  The meeting will take place at Constant Contact, Reservoir Place - 1601 Trapelo Road, Waltham, MA 02451, in the Great Room on the first floor

Driving Directions

Follow I-95/route 128 to Trapelo Rd in North Waltham, Waltham. Take exit 28 from I-95/route 128.(

Consultants Network meetings generally take place on the fourth Wednesday of each month, but are not held during the summer months. Check the Consultants Network website for meeting details and last-minute information.

For more information, e-mail or; or contact the chairman Heinz Bachmann, at 978-637-2070. The Consultants Network website is at