… politely badgered a client

who was trying to avoid my questions about how he was going to differentiate himself from his peers (other “management consultants”).

It was a little uncomfortable at times, since I just wouldn’t let it go and I thought I might be annoying him. But in the end (two hours into it), we made great progress and he apologized to me for “being difficult.”

It’s usually easier to not push so hard, but I find that if I just keep asking myself during those uncomfortable moments – “what’s best for him?” – I’m able to stay with it and the client is almost always happier at the end.