Building Client Relationships

Being one of the most important things that can determine a person’s or a organization’s success, bellow, Juliana Allen, Senior Vice President, from March Communications talks on Building Client Relationships. She discusses how we should treat others how we would like to be treated (Sound familiar? Matthew 7:12), being consistent and flexible, and how we should get to know the client on a more personal basis. For more, take a look…

Further, in the Forbes article, “Seven Best Practices For Building Client Relationships,” Gauri Sharma, talks about, just as the title states, the “Seven Best Practices For Building Client Relationships.” These are:

  1. Be patient in building new relationships.
  2. Get to know their industry and company.
  3. Go the extra mile.
  4. Treat every client as your most important one.
  5. Respond promptly.
  6. Be more than an email address.
  7. Always summarize next steps.

Of these, I believe that Sharma stresses the fourth one the most. After that I think that the second and sixth ones are just as important. I say this because if one does not know the industry of and the specific company, they run the risk of not fulfilling the clients needs and or not tailoring their efforts to align with that of their client. Intern, this could hinder their reputation and weather or not the client would want to work with them in the future. It is important to be more than just an email address because people like to know who they are working with. This means that you should meet with them face to face, sit down for coffee, or talk via the phone or some video chat software. This allows them to learn your personality and to see the type of person they are working with and their values.

In the text, “The Geek Leader’s Handbook,” Paul Glen and Maria McManus also talk about client relations and give eight ways one can establish a strong relationship with their client. These are:

  1. Put yourself in your client’s shoes.
  2. Find out what a real win looks like for your client.
  3. Suggest changes to your deliverables if necessary.
  4. Show them your commitment.
  5. Take responsibility in getting your point across.
  6. Tailor your message to the client.
  7. Demonstrate integrity.
  8. Deliver.

Then, both Glen and McManus finish the chapter by saying, “The key to creating more positive relationships is to think carefully about the clients’ first experiences of working with you, of how they feel, what they really need, and how you can earn the trust and respect that is the foundation of consulting relationships. I think that these suggestions are all valid, but if I were to implement only three I would implement the first, the fourth, and the seventh. I say these because putting yourself in their shoes allows you to see eye to eye with their goals; showing your commitment allows them to feel comfortable and have confidence that you will get what they want done and see their project come to fruition; and showing integrity gives the client the confidence of knowing that you are giving them a honest deal and that you are a person who has their best interests at heart. I also chose these because I think that these three all co-inside with each other and build upon each other.

In closing and since we have look at the things that you should do to get a client, let’s go in a bit of a different direction. Here is an illustration from that talks about five things to not do when building client relationships.

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