How to Exceed Your Client’s Expectations in the Consulting Marketplace
By Dr. Laureen Wishom
EDITOR’S NOTE: Thinking about sidelining as a consultant? This is a must-read!
In today’s increasingly competitive consulting marketplace, it is extremely important to not only meet your client’s expectations but to go above and beyond what your client expects.
One of the first tasks that your consulting company should obtain is a professional but friendly image. Make sure that you never meet your client without a smile. Also don’t forget to greet every person with a smile who is not your client — you never know; they may be your next client.
Now, before you enter into a new client relationship, be sure to ask the client to define his/her expectations. You can never exceed a client’s expectations without knowing what the client expects.
One of the best ways to learn the client’s expectations is by asking the client directly. As the consultant, you must ask well thought-out questions to accurately understand the client’s needs and to determine the plan of action. Your good communication skills will help the client talk openly about what they want and don’t want.
Once the client has hired you to be his/her consultant, make sure that you add the below element to the client’s portfolio of services that you will provide:
- Speed — Never miss a promised deadline, and deliver early whenever possible.
- Information — Provide additional information so clients can easily use or implement your recommendations and changes.
- Value Add — Always, always give the client something extra.
Your ultimate goal is to always surpass the client’s expectations by being knowledgeable, confident, efficient and friendly.
Dr. Laureen Wishom is an executive business and marketing strategist and runs Masterpiece Solutions, LLC. Check out her business blog.
