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Business
The Client Coach How to build strong business relationships |
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February 20, 2002
Ask clients: what will make you happy?
By RANDY TUMINELLO
The Client Coach
The Client Coach
It happens more often than you’d think. It’s three months into a project. The client opens an invoice. She reaches for the letter opener, splits open the top and unfurls the pure white parchment. Scanning the items quickly, she heads for the bottom line. Suddenly her eyes pop out and her jaw drops with a loud thud on the top of her desk. “You’ve got to be kidding me! What are all these charges for? Who authorized this? We should be doing most of this work in-house, not them! Why are we paying them to do this?”
If you are the consultant in this scene, you have just entered the fifth dimension beyond that which is known to mankind … A dimension as vast as space and as timeless as infinity … It is an area which we call ... “The PM Twilight Zone.”
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Previous columns:
- How well are you really listening?, 02-06-2002
- Making exceptional service the norm, 01-23-2002
- Are you a partner or just a vendor?, 01-09-2002
- 3 marketing resolutions for 2002, 12-19-2001
- Time for a change in change orders, 12-05-2001
- Recessions do have a positive side, 11-07-2001
- In a recession, focus on clients, 10-24-2001
- How do clients see you? Find out, 10-10-2001