Dear Consultants / Service Providers
5 Tips to Advancing our Relationship
(A Client’s Perspective)
NOTE: This is the second installment of a multi-part series that focuses on the client experience. For the consultant / service provider’s perspective to the client, please refer to the blog posting here.
Dear Consultants / Service Providers,
Let us begin by indicating that no two clients are the same. We truly appreciate it when you get to know us as individuals and customize how you sell to us in a respectful, thoughtful, resourceful manner.
5 Tips to Advancing our Relationship with You, Identified:
We are not a target to be hunted; please treat us as human beings with common courtesy. Additionally, confidentiality is crucial for the evolution of our relationship. Information shouldn’t be horse-traded with other industry peers for personal gain. If we tell you something in confidence, then please respect that we requested this for a reason. In fact, it may be a test to see if we are able to advance the depth of our trust in you even further.
Please realize that we pay attention and don’t appreciate fair-weathered friends. Keep in touch when the economy is down or our segment of the market is uncertain due to the geopolitical climate changes. We understand that we won’t hear from you as often, but drop a line or give a call now and again to check in. After all, we are supposed to be friends, right?
The best and most proven client to consultant / service provider relationships rarely have anything to do with the volume of dollars spent to wine and dine us. If we can be entertained (due to our organizations’ respective gift policies,) we appreciate an occasional outing within reason. Gone are the days of the three martini lunches ala Don Draper of Mad Men. We are the next generation of decision-makers and prefer our off time to involve our families. Don’t be offended if we request the use of all four of the ball game tickets to bring our wife and kids rather than spend it with you. We work extended hours each day and weekend, so we value any extra fun time while our kids are still young and living at home.
Rather than recreational entertainment, identify opportunities in which you may transfer knowledge to advance our team’s and our other consultants’ / service providers’ performance and help to save time and money. Additionally, we appreciate information that informs us of trends; expose us to market statistics, as well as industry experts or recent, relevant projects from which we may learn.
Please also empathize with our situation. If we could hire several of you, then we would. We are making a business decision and are inclined to lean towards a team that we trust who has credibility. At the end of the day, whether the dollars are derived from our back pocket or we are the stewards of monies for our institution or constituency, our livelihood and reputation are in your hands.
Now the obvious to most, but still something that must be said is that when we have selected you, please do not make us regret our decision. And that is a topic that deserves its own, focused blog post.
Stay tuned for the next installment in the series: Achieving the Ultimate Client Experience. I always welcome an opportunity to discuss topics such as these further.
Please contact me at dlandry@authentizity.com.
