1.Introducing Myself to a Client Approach

This introduction blends your professional background with your natural, responsive, and practical approach, subtly laying the groundwork for an RSTC-based relationship. It’s professional yet friendly and focuses quickly on the client’s needs.

Option A: Initial Meeting (They Reached Out or Accepted)

“Hello [Client Name(s)], great to connect. Thanks for taking the time today.

My name is David Aragó. My background is in leading IT transformations and optimizing technology to drive business value, with over 25 years in the field. I’ve had the privilege of working on projects ranging from large-scale system migrations and integrations to implementing efficient solutions for critical business functions.

My approach to a client is just like my approach working on a project, I listen and then try to provide value right away. I believe both need the same key steps to be successful. The approach is really centered around understanding your world first. I find that the most impactful solutions come from truly listening to the specific challenges and goals you’re facing right now. I see myself as a practical partner, here to help you navigate complexity, uncover opportunities for improvement, and implement changes that deliver tangible results for your business.

Today, I’m really interested in hearing more about [mention specific context if known, e.g., ‘the challenges you’re facing with X,’ or ‘what led you to look into solutions like Y,’ or simply ‘what’s on your mind regarding your business goals’]. How can I help you make sense of things or move forward?”

Option B: Introduction via Referral

“Hello [Client Name(s)], it’s a pleasure to meet you. [Referral Source] mentioned you were looking into [area they need help with], and thought my background might be a good fit for a conversation.

As [Referral Source] might have shared, I’m David Aragó, an IT leader with extensive experience helping organizations leverage technology to solve problems and improve how they operate. I’ve spent over two decades working on projects like [mention a relevant resume highlight like ‘optimizing system integrations’ or ‘implementing solutions for critical functions’].

My goal in conversations like this is always to listen first and understand your specific situation and objectives. I aim to be a practical resource, helping you find clarity and explore effective ways to address challenges or achieve new efficiencies using technology.

My approach to a sale is just like my approach working on a project. I believe both need the same key steps to be successful. The approach is really centered around understanding your world first. I find that the most impactful solutions come from truly listening to the specific challenges and goals you’re facing right now. I see myself as a practical partner, here to help you navigate complexity, uncover opportunities for improvement, and implement changes that deliver tangible results for your business.

I’d love to hear more about what you’re currently working on or exploring regarding [area they need help with]. Can you share a bit about what’s happening on your end?”

Key elements used:

• Professional & Experienced: Clearly state your background and experience level.
• Focus on Value/Impact: Use phrases like “drive business value,” “optimize technology,” “tangible results.”
• Responsive & Intuitive: Explicitly mention “understanding your world first,” “listening to specific challenges,” “practical partner.” This sets the stage for your natural flow and builds safety/respect by focusing on them.
• Practical Solutions: Highlight that your aim is to find actionable, real-world fixes.
• Clear Transition: Move the focus quickly from yourself to the client and their needs.
• Friendly & Approachable Tone: Use welcoming language, avoid overly stiff corporate speak.

2. 10 Common Client Questions and Good Responses

These responses integrate your resume experience, your natural style (“This is Me”), and subtly touch upon the principles of the RSTC pyramid (without using the term).

1. “Tell me a little more about your background and what you do.”
   • Good Response: “Certainly. I’m an IT leader with over 25 years focused on aligning technology with business goals and driving transformation. I’ve led major system migrations, optimized business processes through technology, and built robust IT infrastructures. What truly energizes me, though, is stepping into a situation, listening intently to understand the unique challenges a business is facing, and then applying my experience and intuition to identify and help implement practical, effective solutions that genuinely move the needle for them.”
   • (Connects: Resume summary + “This is Me” – responsive, practical, intuitive, transformation)
2. “What kind of results do you typically deliver?”
   • Good Response: “My focus is always on delivering tangible value. For instance, I’ve helped organizations achieve significant improvements in operational efficiency through system integrations, streamlined critical functions like accounting, and simplified complex data management processes. The result is typically reduced manual effort, increased accuracy, better resource utilization, and technology that actively supports strategic goals rather than hindering them.”
   • (Connects: Resume highlights – specific results + “This is Me” – practical solutions, transformation/value)
3. “How do you approach working with a new client or project?”
   • Good Response: “My first step is always to listen and understand. I need to hear about your specific situation, challenges, goals, and what success looks like for you. Once I feel I have a clear grasp and believe my expertise is a good fit to help – an intuitive ‘yes,’ you could say – then we can explore potential solutions. I aim for clarity upfront, discuss practical options, and if we decide to move forward, I focus on efficient execution and clear communication every step of the way.”
   • (Connects: “This is Me” – responsive, intuitive, practical, efficient, inform + Sets expectation for a respectful, safe, and transparent process)
4. “What are your key areas of expertise?”
   • Good Response: “Drawing from my 25 years in IT, my core areas include IT Strategy, guiding Digital Transformation, Business Process Optimization, System Architecture & Integration, and implementing Automation & Cloud Solutions. I have deep experience with ERP systems like NetSuite and Navision. Essentially, I specialize in making technology work smarter and harder to support your business objectives.”
   • (Connects: Resume – Core Competencies + Framing it around business support)
5. “What makes you different from other consultants or IT providers?”
   • Good Response: “I am not really different from many other good consultants out there. There are lots of great people who do this work. Where I might be different is how I work with clients. I work on a fractional basis, which means you only pay for the time you need. I don’t ask for monthly retainers like many others do. This means you can get help when you need it without paying for time when you don’t.”
   • (Connects: “This is Me” – responsive, intuitive, practical, efficient, value, building trust + Resume – extensive experience)
6. “Can you give me an example of a challenging project you successfully completed?”
   • Good Response: “Certainly. A significant project at Hubbard Broadcasting involved leading the integration of WordPress and ERP systems, including a complex migration to NetSuite. The challenge was bringing disparate systems together seamlessly to improve operational efficiency across critical functions. By focusing on understanding the business need, meticulous planning, managing cross-functional teams, and making practical decisions throughout the process, we successfully delivered a solution that resulted in significant operational improvements and streamlined key processes like accounting and asset management.”
   • (Connects: Resume – specific highlight + “This is Me” – practical, efficiency, managing complexity)
7. “How do you ensure the technology solutions you propose align with our business goals?”
   • Good Response: “That’s fundamental. It starts with that initial deep dive into your business – what are your strategic priorities, your growth objectives, your pain points? I’ve had experience collaborating directly with CEOs, CFOs, and Presidents to ensure technology decisions, including vendor selection, were tightly aligned with the business strategy. My approach is to always frame technology solutions in terms of their business impact – how they will improve efficiency, reduce costs, enable new capabilities, or support your strategic direction.”
   • (Connects: Resume – C-suite collaboration, aligning objectives + “This is Me” – responsive (listening), value/transformation)
8. “How do you handle unexpected issues or roadblocks during a project?”
   • Good Response: “In IT transformations, unexpected challenges are part of the landscape. My approach is to address them directly and pragmatically. I rely on my extensive experience and intuition to quickly assess the situation, identify the root cause, and then efficiently find and implement a solution. Clear communication is key – I keep stakeholders informed about the issue and the plan to resolve it, ensuring we maintain forward momentum while building confidence.”
   • (Connects: “This is Me” – intuition, efficiency, inform, practical + Resume – navigating complex projects)
9. “What is your pricing model?”
   • Good Response: “Pricing is typically based on the scope and complexity of the project or the nature of the ongoing engagement. I don’t have a one-size-fits-all rate because the right solution depends entirely on your specific needs. Once I’ve had a chance to understand the challenge you’re facing and what you’re looking to achieve – that initial discovery based on your needs – I can provide a clear proposal outlining the investment required. My focus is always on ensuring the value delivered significantly outweighs the cost.”
   • (Connects: “This is Me” – responsive (need to understand first), practical (tailored), value)
10. “What are the next steps if we’re interested in exploring further?”
    • Good Response: “Based on our conversation today, if it feels like there’s a potential fit – that intuitive ‘yes’ we talked about – the next step would typically be for me to [propose a specific action: e.g., send a brief summary of my understanding of your needs, put together a more detailed proposal outlining a potential approach, schedule a deeper dive meeting with specific team members]. What feels like the most helpful next step for you?”
    • (Connects: “This is Me” – responsive, intuitive, inform + Clear process)

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