Understand before being understood
There is nothing more disappointing than meeting a GP or practice manager and ending up frustrated because they weren’t interested in understanding what you had to offer. If you want a practice to understand your business, you need to take the time to listen and understand general practice. This is the first part of earning their respect and trust.
This may all seem a bit one-sided, but these first steps are imperative. Don’t assume that you know everything, but showing that you understand some of the challenges the practice is facing, and offering solutions, is a powerful way to persuade the practice to reciprocate.