Tag Archives: Expectation Setting

Consulting Skill: Aligning Interests with the Client

Consulting Skill
Consulting Skill: Aligning Interests with the Client

In Steven Levitt and Stephen Dubner’s best-selling book Freakonomics, they propose a scenario in which you are selling your house with an asking price of $300,000 and receive an offer of $290,000. Should you accept it or wait a week to see if you can get the full asking price?  They argue that most real estate agents will tell you to take the deal because “a bird in the hand is worth two in the bush”.  The reality is that while the typical real estate agent will give you that advice, if they were selling their own house, they would hold out for a higher selling price.
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Staffing The Right People

Staffing The Right People
Staffing The Right People

Like most things, coordination is critical in consulting.  Consider the following scenarios:

  • Great news Cindy!  We’ve landed the Johnson account.  We start Monday and we want to hit the ground running.  We will need three business analysts, a technical architect and a project manager to be at the client site in Dallas Monday at 9:00 am.  They should all be strong in the retail industry and they’re all going to need laptops with our standard software load as well as some custom stuff for this client.  Call me if you have any questions.

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5 Steps to Better Client Communication

Better Client Communication
How to achieve better client communication

Communication is an important facet of developing relationships with your clients.  What some consultants don’t understand is that little things they do – or don’t do – can affect their credibility and their professional reputation negatively.  Here are five subtle things you can do that make a big difference in establishing your image as a professional as well as earning the client’s trust.

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Being an Outsider at the Client Site

outsider
Being an outsider at the client

One of the biggest complaints I’ve heard from new consultants is the inability to fit in at the client site.  Going from client to client, they always felt like an outsider and never felt a sense of community.

I remember early in my career, I was talking to a client and he asked me what consulting was like.  I explained to him that I go to different clients and work on projects for periods of a couple of days to as long as a year. It depended on the nature of the client’s need and what they needed me for.  I explained how the work was different at each project and that I worked with a different group of people each time.

He looked at me as if I was crazy, “…and you like that?”
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