- “Being on the “right side” of the table, for Scott, meant forgetting about what you wanted to sell. The question was what did the client want to achieve? What dangers did clients have that they wanted to eliminate? What opportunities did they want to capture? What strengths did they want to maximize? Above all, what was the big picture that clients had for themselves, for their families, and for their businesses? Scott’s approach looked at clients as whole human beings who had concerns and aspirations that spanned their own lifetimes and beyond.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page XIV-XV