- Start small. When pitching a new deal make the prospect your friend. Sell your new friend something small they can use and use to validate all your fancy promises.
- Start well. If you don’t know who the client really is, what their relationship to you is or what their top 3 success factors are then stop and take the extra time to get those answers.
- Remember who’s vision is paying you. The client is not always right but being right is over-rated. The client’s needs always come first.
- Listen. You have 2 ears and one mouth. Use them in proportion. Not every similar sounding project should be solved in the same way.
- Educate and Bridge gaps. As a consultant looking to become a trusted advisor in a long term client relationship you are usually being paid for knowledge, services and vision that the client is unable or not willing to address.
- Start the relationship. Whatever the client asked for deliver that or the very first piece of that quickly.
- Show value. Visually depict what you mean.
- Be concise. People tune out of long winded documents and conversations.
- Be proactive in exploring scope but tie future recommendations back to what the client originally asked for as well as what prompted you to make that recommendation.
- Be strategic. The higher level conversation that solves the client’s overarching business problem in concert with regular tactical execution wins the day.
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