THE CLIENT 

Being a client is not simple at all, because of the following reasons: 

1. There is a growing number of offerors, which is proportional to the number of those who 
are introducing fake offers on the market; 

2. Clients should be fully aware of their interests, so as to be able to choose the offer 
belonging to the offeror who is the most capable of fulfilling their wishes; 

3. It is not enough to select the offers, you should also know how to choose, depending on 
the established priorities, especially that the number of people who resist change is still 
high enough!... 

Depending on their behaviour, clients fall into the following categories:

a) the client who is saying: “I know everything” (the KNOW-IT-ALL)
Often, instead of allowing the interlocutor to formulate a solution, clients impose their own.
This is the case with the type of client who informs us about their decision to solve their own project
in a certain manner, their only interest being to find out the price/fee, so that depending on this they
make their choice of provider.
If the client displays this kind of behaviour, our attitude should have the following
characteristics:
 modesty, patience and cautiousness;
 low aggressiveness;
 relational flexibility;
 demonstration of our own creativity.
Under these circumstances, the client will most certainly notice that we are proving our
professional competence and not long afterwards they will ask themselves: “Do I really know
everything?”. From that point on, the client will no longer be so sure of their own qualities as a
“know-it-all”...
b) the client who is saying: “I think I know what this is about, but we should talk more
about it” (the DISTRUSTFUL)

This category of clients is interesting and we should bear the following in mind when dealing
with them:
- the client already has his/her own ideas, has been thinking of the problem they want to solve
and of its solutions, having invested money and time to this effect;
- the dialogue with the client may reveal ideas the offeror/seller is not aware of;
 - an elevated, honest and open dialogue is beneficial for both parties;
- there are situations when there is the risk that the offeror/seller communicates his/her own
ideas to people who will then use them… for free.
c) the client who is saying: “I don’t know much, I just buy results!” (the NABOB).
It is advisable that in case we come across this type of client we:
- deal with and analyse the problems presented by the client in order to convince him/her of
the feasibility of their project;
- start “approaching” the client as soon as possible, immediately after the latter has had the
idea, so that we persuade them that we are able to deal with the problem on our own, before
other potential competitors can do so;
- we involve the client in the activity, staying close to and together with them, fuelling their
desire for cooperation.