What Makes a Great Client?

As a follow-up to last month’s article, “What Makes a Great Consultant?,” some of our best consultants share their thoughts about working with clients:

Set Realistic Expectations

The best clients are those who can clearly scope their needs, prioritize and set reasonable objectives, and provide the resources to achieve the goals. Paul says, “I need agreement up front on (1) messaging, (2) strategy, (3) responsibilities (who does what to whom when), (4) boundaries (what can I do without direction?) and (5) escalation points if points 1, 2 or 3 are not delivered upon or met.”

Remove Roadblocks

When a client brings on a professional consultant it’s usually to augment an existing team, bringing new skills or expertise that may be currently missing. For maximum productivity and cost-effectiveness, clients should introduce consultants as integral members of the team, insulate them from internal politics, help them navigate company processes and give them all the tools to be successful.

Communicate, Communicate, Communicate

As in any great working relationship, communication is key. Most people are not mind-readers so it’s up to the client to clearly articulate each objective, resources, timeline, budget and desired outcome to the consultant. Regular meetings and/or status emails are imperative to ensure the consultant is on track, getting what they need to meet those objectives or providing help to remove roadblocks. Sharyn says, “Be responsive to our emails and calls,” and Leiann says, “Give me constructive and honest feedback.” Kris wants “transparency and access.”

Trust and Value Your Consultant

High Tech Connect consultants average 15 years of professional experience with some of the industry’s most demanding companies, and their experience is invaluable. Clients should remember that a seasoned consultant can be a counselor, confidante and objective colleague. In some cases, the consultant is not only brought on to create a plan or implement a campaign, but also advise the client on a wide range of strategic or tactical issues. Bill suggests, “Be open to disagreement, discussion and different points of view.” And Michelle says, “Trust my expertise.”

Prompt Payment

Independent consultants are sole proprietors who must pay for their own medical benefits and taxes. Fast turnaround on payment is greatly appreciated, allowing the consultant to focus on the work instead of begging for payment on invoices. Sharyn says, “Be respectful of my time and talents” and Bill says, “Please pay on time.” Paul is especially dedicated to clients who pay Net 15.

Sense of Humor

Life’s short. Many consultants left the corporate world so they can choose whom they work with. And sometimes the absurdity of business needs to be attacked with great humor. Stuff happens. We are all human and the most rewarding relationships between clients and consultants are characterized by camaraderie…and comedy.

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