For many companies, the idea of just having clients sounds good, and the more the merrier. However, the quality of your clients could have a considerable bearing on the success not only of the individual relationships, but on your company too. But what does a ‘quality’ look like and how do you find ‘better’ clients? Well, ultimately, they will challenge (in a good way) your whole organization and themselves. Through this challenging, you will be constantly honing and developing your skills and capabilities, and they will be developing and honing their skills and capabilities; you both learn and grow. You can both do your business better. You will produce work that you are proud of and consequently, your people enjoy the satisfaction and reward that comes with challenge.
So how do you tell a good client from a less desirable one? Here are a few things to look for:
No, thank you:
How to get them?
It can happen that great clients just show up. However, it is much more likely that you’ll need to take the steps necessary to attract them and then keep them. There is no hack here. If your clients loved your product or service and the experience of working with you, then they will become your promoters and recommend others.
So, gear yourself up for an excellent delivery. Focus on Growth and Better Expertise.
• Expertise. Have the right expertise on staff – the right people with the right knowledge.
• Know your flaws. Be aware of where you are vulnerable in overall capabilities.
• Have a plan. Have a knowledge growth plan for your staff -how will they develop and hone their skills.
• Coaches not managers. People learn by doing; make sure that your managers are suggesting ways of doing things better and giving people the opportunity to learn by doing and promote personal growth rather than just keeping track of things.
• Hire lifelong-learners. Life-learners will evolve together with your organization; they will consider, update, and improve their skills and will be high-performers.
• Work on the right portfolio. Remember the project that you are most proud of. Look for other similar opportunities and work on expanding this portfolio.
The investment is always lower on developing the existing clients than it is to acquire a new one.