Have Longer Client Relationships

Longer client relationships streamline your business in a way that allows you to do what you love and less of the stuff that you don’t love. It is a scalable way to expand your business without having to increase your overhead to find more clients and to market your business. Not to mention, longer client relationships often become the best environment for better work. Communicate as much as you can There is no way that you are communicating too much with your client. Clients love to know what is going on with their company – especially if it has to do with their money, which it undoubtedly does. Let them know what each next action is, and how that action relates to the larger goal. Discuss problems realistically and openly This is a big one – since it can hugely affect budget, timeline, and even perhaps outcome. So lay it out on the line and don’t candy coat it. Your client will respect you for it, and you’ll have a greater understanding of the relationship between you. Establish what you need from them If you’re waiting on some feedback from them, let them know what exactly you need. Let them know if you need to suspend further work before feedback, guidance, or information. I’ve worked in tandem with other consultants who got into some trouble with the client who was frustrated to see that the other consultant wasn’t continuing work on a project because they didn’t know what the consultant needed to move forward. Make it explicitly clear of what you need, and tell them how to provide it. If you can have some sort of pre-written form for common situations that arise in client management, make them and store them so the interactions runs smoothly and leaves the shortest possible lag time so your task completion progress is stellar. Be able to illustrate ROI Clients love metrics – it shows not only their own return on interest, but your investment in the project. Get some lovely, beautiful graphs and give them the metrics that matter and not the ones that don’t. Meet deadlines and expectations Be punctual to meetings. Do the action that you say you are going to do. Care about the company that you are doing work for. This seems like common sense, but it can go so far, and it can definitely go undone. Lay money out very openly Have a budget meeting in person, and make sure any murkiness in the budget is laid out before the project begins.  Have the backup plan laid out, and allow for a certain amount to be dipped into for emergency. Are there any changes in the budget that happen along the way? Talk them out, and make sure there is wiggle room created in the beginning so it isn’t a complete surprise fee. Be classy Send a note and a small gift when your work together is done and tell them how much you appreciated the great working environment. People remember that kind of thing because it isn’t necessary. Another way to keep on their good side – refer them some business or refer them a consultant for another service they need. Got connections in the industry that are worthwhile? If you see a connection, send it over their way, and reap benefits from your good will. Follow-up Once the relationship is up, don’t feel that it is overkill to just check in and see how everything is going.  Around a month later is appropriate. Then, check in at six months and perhaps a year. They may say that everything is going great and they need no help at this time. Or, they may have interest in hiring you on for a second job. Ask for a testimonial One of the follow-ups is an excellent time to ask for a testimonial. Or, ask them to recommend your services to other business partners. Be Consistent about it You can’t “occasionally” have good communication skills or “occasionally” give metrics on ROI.  Instead, you have to create a consistency of putting out a relationship of openness, trust, and mutual respect. Longer client relationships allow for huge benefits; less money spent on acquiring new clients, less time adjusting to the needs of a new client, and more time doing the stuff you love to do. Best part, it doesn’t need to be difficult.