ALL CHAPTERS
Chapter Three
Rating the Client
“I Loved All of MY Clients. It’s Just That I Loved Some More Than Others”
- Richard Metzler
Consulting is ultimately about the clients. Our senior consultants clearly understand that without the client there wouldn’t be a business – that without them, consultants wouldn’t exist. And so they love them all, deeply. But it doesn’t mean that they love them all equally.
In this chapter, our veteran consultants highlight some of the traits and characteristics of their favorite clients. Most highly valued and remembered are those who are smart, educated and knowledgeable; who have vision and direction; who want to do well; and who set high standards for themselves and their organizations. Consultants also highly regard those clients who are realistic; who are open to change; who love their jobs and work hard; and who possess a sense of integrity. And lest we forget, consultants really love those clients who have large budgets and who pay their bills on time.
In contrast, our contributors were equally clear about those clients who they did not like or respect. Cited are those who are dictatorial, who are not accessible, or who lack courage. Many also talked about clients who use consultants as alibis, or who are fraudulent or prejudiced. Many were clear that working in the public sector was at the bottom of their preferences. We can see that there are many red flags that say, “Stay Away.” Sometimes, however, turning away work can be hard.
Defining the Good Client
“A Client Who Is Focused”
A good client relationship begins with a client who is focused in terms of their objectives. When I think back over the years, the projects I had difficulty with were usually the ones that weren’t properly defined. In many cases, the client wasn’t quite sure what they were looking for. So a good client has some clarity about what their needs are. Your deliverables are more easily defined. They’re open to what you have to say.
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