In this webinar, we explore how to stay ahead in client engagements. The emphasis is on being proactive and focusing on achieving client outcomes rather than just technical implementations.
Anthony and Dean discuss the client journey, breaking it into three main phases: project initiation, day-to-day delivery, and setting up for future upsells. Each phase requires a tailored approach to ensure smooth operations and client satisfaction.
A key strategy they highlight is the effective use of a steering committee. A well-structured steering committee can significantly influence project success. They recommend a small committee with an odd number of members, including high-level executives and respected figures within the organization. This setup facilitates better decision-making and ensures alignment with project goals. Regular pre- and post-session meetings are essential for thorough preparation and follow-up.
Building close relationships with clients is another critical aspect discussed. Engaging with clients, especially those initially resistant, is important. By investing time and effort into these relationships, consultants can turn skeptics into supporters. This intimacy helps uncover underlying issues and fosters trust, essential for successful project outcomes.
Effective communication is also a major theme. Meetings, whether formal steering committee sessions or casual conversations, should be organized but appear informal to build a peer-like relationship. Avoiding overly formal presentations helps position consultants as partners rather than subordinates.
Throughout the webinar, Anthony and Dean stress the importance of consultants taking ownership of building and maintaining client relationships. This involves understanding client concerns, demonstrating credibility, and ensuring continuous engagement. By guiding clients through the project journey and addressing issues proactively, consultants can ensure project success and set the stage for future collaborations. The key takeaway is that preparation, continuous communication, and strong, trust-based relationships are essential for staying ahead in client engagements.
Contact Us Today
We all believe this is paramount to solve and that there are few things more important. Let’s have a conversation about coming along with us on this all-important endeavor. We could use your valuable input — we are all in this together.
