Rob Giles

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Every lead that comes out of a first meeting is telling you something. The IR professionals who raise consistently are the ones listening closely enough to hear it. This article introduces the Now / Later / Never framework — a simple post-meeting determination that separates active pipeline time from structured nurture, and structured nurture from leads that should never have made it past the first call.

The opening sixty seconds of a follow-up call determines who is running the meeting. Here is how high-performing IR associates take the lead — and why it changes everything that follows.