Print Page  |  Contact Us  |  Your Cart  |  Sign In  |  Join IMC USA
Daily Tips for Consultants
Blog Home All Blogs
Search all posts for:   

 

View all (805) posts »
 

#641: Your "First Date" With Your Client

Posted By Mark Haas CMC FIMC, Monday, August 29, 2011
Updated: Monday, August 29, 2011
Although I have been consulting for a few years, it is always hard to know how much to press on the first meeting with a client. Some clients take a "full speed ahead" approach and others a "go slow" approach. For my part as a consultant, is one approach better than another?

How fast a client goes on the initial meeting is up to the client. However, a consultant can create a bad impression by not being in sync with the client. Go too fast and you make the client uncomfortable. Go too slow and you risk perhaps letting the client believe you can't keep up.

Part of your job as a consultant is to feel out how comfortable clients are. You need to anticipate how much they trust you, their sense of urgency about addressing the issue they asked you to tackle, and their general pace of work. Remember, some executives feel, whether they admit it or not, like they are ceding power to a consultant for a job they were hired to do. You can help them go as fast as they can by not pushing them faster than they are willing to go.

Tip: Treat the first meeting like a first date. Think ahead of where the meeting could go if the client is open or guarded. Have a plan to deal with both. Talk to your client specifically about the pace of how he or she wants to proceed and let them know you can accommodate their speed. Don't ignore this topic and just hope everything will work out.

© 2011 Institute of Management Consultants USA

This post has not been tagged.

Share |
Permalink | Comments (0)
 
Community Search
Sign In


Forgot your password?

Haven't joined yet?

IMC USA Calendar

12/13/2016
IMC NCR: 2016 Annual Holiday Party

12/19/2016
IMC NorCal 2016 Holiday Party

12/20/2016
December C2M Live "When Good Enough Isn't: What You Can Do to Elevate Your Consulting Competency"

Message from the Chair
Loraine A. Huchler CMC FIMC2016 IMC Fellow Award Recipient
Gayle Carson CMC CSP FIMC2016 IMC Fellow Award Recipient