In our last article, we shared the importance of distinguishing between “I” and “We” when consulting for a company. When you’re speaking to your customer/client, you want to be sure to use “you”. Why? In a nutshell, it’s not your company, it’s not your business, and it’s not your end goal. So, in those situations, it is important to say “you”. “You” should be focused on this because, at the end of the day, “you” do need to do this stuff not “me”. This is not my company, it is yours. Now that we’re wrapped up in pronouns, what about when you talk to the customer’s customer as a consultant?