In recent years the number of people deciding to be their own bosses, in order to have a better work-life balance, has been increasing, fueled by the belief that the internet can provide the platform for a lower cost growth. Bosses are not happy with the attitude of the younger crop of employees, exacerbated by government legislation that makes for an inflexible and costly work environment. These entrepreneurs need their consultant’s help to move through this changed environment and one where change seems to be on a skyrocketing path in the next 5 years. Here are some ways you can connect with your clients so they can get through and thrive out the back end. Listen actively: Your clients know their business and its issues better than you do. And so if they know their issues then they will also know some parts of the solution. So as a consultant, if you just listen intently to what your client is saying - you will pick up on the clues to develop the solution. With that done, implementation will be your next task. Develop total solutions: A good consultant needs to, not only offer snippets of technical advice - to do something more efficiently and say in a cost effective way, but also to be able to offer complete advice on strategic, operational and management restructuring. They are looking for a solution to their issues. Go all the way with the issues at hand, one at a time if need be. This is usually what you need to do - to take the client with you. They want to see tangible results. Initially go for those issues that you can fix the quickest and/or give the best return to the client. s not the time to start marketing. Share the Glory: Everyone has a sense of self, and advisers often want to be acknowledged for their achievement and values to clients, both out of angst that their clients won't continue with them as well as to boost their confidence. Your client wants to be taken seriously. Recognition for you is not the goal here; revenue and an ongoing client relationship are. Let the client think, that an idea was originated by them, and that we are the facilitator to help implement those ideas. It's difficult enough for clients that they have to admit to themselves that they need us. Let them claim the fame for what they have achieved - even if we did it. Make Yourself Irreplaceable: Continuously find ways to increase the view/insight that your clients need you and gain by your presence. Don't jump to conclusions: In today's instant world, the complication is that too many consultants feel they have to come up with instant issues and solutions. The technique here is to let the client talk and they will point out the issues – then refine the issue with them, while you are working up the solution at the same time. Value a long term relationship, more than Money: Don't always put a price tag on your knowledge when new issues arise, even when that solution is beyond the range of your current commitment. After all, your biggest asset is a long-lasting relationship with a client, and for you transforming a business association to a trust based association. Establish such an association and money will follow suit. Egalitarian: Don't restrict yourself to working with top level management or owners of the organisation. Sure you must keep your focus on them to ensure you are satisfying their need. However, don’t make this exclusive. Meet middle management and front of house. Not only will more opportunities work wise surface by talking with them, but these people get promotions and may someday be the ones in charge. Set the right expectations: Set boundaries to your services. Agree in advance and in writing on things you are doing, in terms of jobs, time devotion and total working hours. Scope creep is the biggest occupational hazard of consultants. Next to the need to constantly market your service, Clients need to have knowledge of the work you will be doing, what level of effort is involved, what you will be paid and when will you paid for it, as well as what kinds of actions/tasks go beyond the limit of a project. Some consultants try to be more helpful and go far beyond the scope of their tasks without analysing whether the client really needs their help or not. They end up relying on the Client more than the Client relies on them. Clients who understand human nature may use a consultant's lack of confidence, to leverage more tasks and create greater expectations than what was actually contracted. Analyze your Competition: Know your competitors, to know yourself in the market. Consulting is a commodity like any other product. Unless you are recognized as best in the industry, you wouldn’t be able to charge above the market value and expect to be busy every day. Keep an eye on the New Market - Always: Many consultants, stop looking for new clients, when they get a big client. Always be on the lookout for new clients - remember even if you can’t take up a new project yet. You’ll get to know new people and they in turn can lead you to new clients, if not now, then in the future. Just after collecting your last cheque on a job, is not the time to start marketing |