MANAGEM

ENT OF
THE
CLIENT
 MANAGEMENT OF THE
CLIENT/CONSULTANT RELATIONS

A CONSULTANT SHOULD HAVE:

• A sense of trust and openness

• Written and oral announcements
• Willingness and courtesy in answering
inquiries
• Get-acquainted interviews
• An attitude of helpfulness during the
engagement
MANAGING CLIENT EXPECTATIONS
When communicating what the
consulting project can do for the
business, the ff. should be observed:

1. Be Clear
2. Be positive about what can
be offered but REALISTIC
3. Be honest on limitations
4. When talking about
limitations put them between
positive statements
(SANDWICH RULE)
 CREDIBILITY

1. Is what is being offered viable?

2. Does the proposer have the expertise/ability to
make the offer?
3. Are the necessary resources in place?
4. How satisfactory have previous experiences been?
5. What is the proposer’s expectation?
MANAGING CLIENT INTERESTS
Remind about the
output and its value
to the business

Keep up the
communication

Build Rapport
 Creating Opportunities for Client Build-up

THE CLIENTS

THE CONSULTANT
HOW?
10 STEPS

JOIN ORG’S
10 STEPS

JOIN ORG’S

CREATE
REFERENCES
10 STEPS

ESTABLISH
“THE INNER
CIRCLE”

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

ESTABLISH
ESTABLISH
“THE INNER
COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

MAIL TO CLIENT
(ITEMS OF INTEREST)
ESTABLISH
ESTABLISH
“THE INNER
COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

MAIL TO CLIENT
(ITEMS OF INTEREST)
ESTABLISH
PUBLISH ARTICLESESTABLISH
“THE INNER
COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

OFFER
PROBONO
WORK MAIL TO CLIENT
(ITEMS OF INTEREST)
ESTABLISH
PUBLISH ARTICLESESTABLISH
“THE INNER
COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

OFFER
PROBONO
WORK MAIL TO CLIENT
(ITEMS OF INTEREST)
ACCEPT ESTABLISH
PUBLISH ARTICLESESTABLISH
SPEAKING “THE INNER
ENGAGEMENTS COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

CREATE
A WEBSITE

OFFER
PROBONO
WORK MAIL TO CLIENT
(ITEMS OF INTEREST)
ACCEPT ESTABLISH
PUBLISH ARTICLESESTABLISH
SPEAKING “THE INNER
ENGAGEMENTS COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 10 STEPS

CREATE
A WEBSITE
BUSINESS
LISTING OFFER
IN PROBONO
PHONEBOOK WORK MAIL TO CLIENT
(ITEMS OF INTEREST)
ACCEPT ESTABLISH
PUBLISH ARTICLESESTABLISH
SPEAKING “THE INNER
ENGAGEMENTS COLLAB’S
CIRCLE”
W/ OTHER
CONSULTANTS

JOIN ORG’S

CREATE
REFERENCES
 Selling of Consulting
Services/Marketing Professional
Services

promotional
Present client Non-client activities and Potential client
activities relationships public relations activities
activities
PRESENT CLIENT
ACTIVITIES

1. Retention
PRESENT CLIENT
ACTIVITIES

2. Expansion of
services
PRESENT CLIENT
ACTIVITIES

3. Generation of
referrals
Non client Relationships

Fellow Professional Former Clients

Promotional and Public Relations Activities

Public relations (PR) is

the practice of
managing the spread of
information between an
organization and the
public.
 Some Public Relations
Tool/Activities

• Newsletters
• Trade Shows
• Seminars
• Speeches
• Press/Media
Relations
Potential Client Activities

• Potential or
prospective client –
refers to people or
agencies whom we
expect to become
our clients in the
near future.
 Community Involvement
o Participation in such activities should be based on the
interest and the desire of the individual/professional to
contribute or help the community.

o Enhancing their image and generating contracts or clients

should only be secondary.

o Involvement of the firm’s professionals should be planned,

coordinated, and monitored.
 ABANDONING CLIENTS GRACEFULLY

o Explain to the client certain assignments cannot be cost-

effectively handled any more.

o Establish alliances with younger consultants who may want to

align themselves with more establish practitioners to learn,
obtain business and network

o Provide the client with advance notice that the consultant will
be accepting lesser assignments and doing lesser workshops
and appearances.
Business Conditions that will Justify
Abandonment

• Beneath the growing fee structure.

• Unchallenging
• Providing a reputation that does not fit the consultants
growth strategy.
• Overly Specialized
• Unable to attract talent the consultant wants in his firm.
Business Conditions that will Justify
Abandonment

• Unable to attract references the consultant needs

• Areas and industries that themselves are not growing
• Unpleasant and/or has rude offensive people.
• Unethical in its actions and/or borderline illegal.
• Harsh in its demands.