2. If travelling to the meeting, have on some rousing music to increase your enthusiasm and alertness.

Never provide the other participants with any initial negative impressions.

3. Make sure that you arrive on time (preferably a little early) and don't come armed with a lot of clutter – the key is to look as if you are there for a functional purpose, not as if you are set to stay all day.

4. If you are going to use a laptop, have it powered and ready in "hibernate" or "standby" mode.

5. Have an idea of what a successful outcome would be from your meeting. This is your target, and without one, you have little to gauge success against.

6. However long or short the meeting, you must take initial control.

You should "signpost" what you expect from the meeting, such as its structure, anticipated timings, what outcomes you are seeking and then, most importantly, consult with the other participants to check that they agree with the proposed format.

7. Never assume that your agenda, or even the reason for the meeting, is the same for both parties.

Ask open questions after setting the format as they help clarify the position as all participants see it.

Be prepared to change your initial plan to react to anything that other parties contribute.

8. The format of the meeting should always be:

The other participants go first, answering your open questions and outlining their position.

Present your offering, focusing your presentation on the issues raised in their initial session.

Discuss your offering against their position.

Handle any objections (see 9).

Seek agreement.

Ask for an output, whether that is a sale or a call to action.

Agree next steps, responsibilities and timescales.

9. If there are any objections to your proposals or presentation, acknowledge them, but agree to handle them all in a block at the end of your presentation.

10. Never offer a proposal or a report as a standard follow-up. This will always receive a positive response but will create extra work in cases where there is no need or intent on the other side of the table. Always ask "what happens next?"

Nick Bramley, managing director of Catalyst Business Development and chairman of the Institute of Directors North Yorkshire branch.