Job&Talent’s Post

👷♂️ Overcoming Workload Challenges: A Perspective from Our Clients 👷♀️ We often hear from C-Level in the industry that they already have more than enough work on their plates, and we completely understand how the idea of prospecting further would feel daunting. We’ve felt this sentiment echoed by many in the industry. However, our current clients have found that partnering with us has provided them with more than just additional work. They’ve discovered projects that are better suited to their strengths and preferences, whether that be in areas closer to their workforce base, in sectors they know well, or in projects where they can ensure higher profitability. By strategically selecting the right projects, our clients have not only managed their workload more effectively but have also enhanced their overall productivity and profitability. If you're feeling as though your pipeline could be streamlined, let's connect and explore how we can help you find projects that truly add value to your business. #WorkloadManagement #ClientSuccess #BusinessGrowth #ProjectManagement

Great article by Matthew Dixon and other contributors for the HBR Review. Which of the rainmaker/sales rep profiles are you? Read the article to learn which profile wins the most business. You might be surprised… Expert • Responds to established demand instead of proactively creating demand • Leads with deep subject-matter expertise that matches client needs • Prioritizes clients with established budgets Confidant • Is highly responsive to client needs • Delivers exceptional service • Builds deep relationships with clients • Leverages strong track record of client work to get new business • Emphasizes senior-most relationships Debater • Is very opinionated • Loves to debate clients on what’s best for their business • Brings innovative solutions to the client • Expects the client to agree with the plan of action Realist • Focuses on setting proper expectations with the client • Openly discusses budgets, fees, and schedule issues with the client • Is comfortable telling the customer no • Deliberately avoids no-win situations Activator • Leverages events and social platforms to build a robust client network • Educates clients on critical trends and issues • Proactively engages clients on new opportunities to work together • Introduces clients to other partners and practice areas

Some interesting research and analysis in the HBR on how professional service firms drive new business through their people. Directors and Partners as 'doer-sellers' responsible for not only managing existing client relationships but also for growing the business and bringing new clients into the fold. Selling to new clients is more important now that ever before as clients become less loyal and more choosey about the partners they work with. But sales activity comes more naturally to some than to others. The article identifies 5 different personality types related to business development - so which are you? Are you an 'Expert' attracting new interest through your deep sector experience and knowledge; are you a 'Confidant' always thinking about your clients needs and focused on superior delivery; or a 'Debater', taking clients to task and challenging them to think differently about their business; a 'Realist' openly speaking the truth to power or finally an 'Activator', driving growth through networking? For me, although I fall squarely into the Activator category, I think to be successful you need to be something of a chameleon and adapt to the specific client context using whichever of these approaches is most appropriate at the time. Have a read and see what you think. Do you recognise yourself? Thanks to Andrew Essa at BDO Jersey for the sharing the article with me originally. 👍 https://lnkd.in/eFjZGx2r

The Real Reasons Why My Clients Matter! In my decades-long journey collaborating with hundreds of organizations, I've formed enduring partnerships, helping clients reach their goals. These experiences have taught me invaluable lessons about client relationships. Here's why my clients truly matter: 1. Trust is Everything: Transparency and consistent delivery create strong bonds. I believe their success is my success. 2. Say NO Unapologetically: Decline misaligned projects or partnerships. Stay true to your vision and capabilities, no matter how lucrative is the opportunity is. Never tolerate disrespect towards you or your teammates. After fact finding, do not hesitate to handover with notice, disengage and focus on real partners. There are plenty out there. 3. Partner Strategically: Collaborate with like-minded partners to scale up and seize opportunities. This fuels growth and innovation. 4. Honesty Always Wins: Deliver on promises and maintain trust with partners and teammates. 5. Communication: The Lifeblood of Success: Listen actively and provide honest feedback to overcome unique challenges. 6. Specialization Over Generalization: Excel in your niche rather than being a jack-of-all-trades. Provide top-notch service with focused expertise. 7. Unleash Innovation: It take more to create something new and customized. Commit to creativity and embrace industry trends to address client challenges. 8. Collaborate to Thrive: Team up with clients, encouraging creativity for better outcomes. 9. Safeguard Client Business Continuity: Be prepared with backup plans to support clients and maintain their trust. 10. Embrace Growth: Learn from new experiences and challenges to adapt and evolve as a professional. 11. Nurture Lasting Relationships: Genuine connections and client satisfaction pave the way to long-term partnerships and recurring business. My clients are partners in success and life. Their trust and support have shaped my team's professional journey. I'm grateful for the lessons learned, empowering me to make a profound difference in their teams, projects, and organizations. So, the question is: Are you ready to embrace these hard-hitting truths to build lasting client relationships? #trust #clients #partnership #delivery #honesty

𝐃𝐨𝐧'𝐭 𝐁𝐞 𝐂𝐚𝐧𝐧𝐨𝐧 𝐅𝐨𝐝𝐝𝐞𝐫 In my 25-plus years of interviewing businesses and government organizations as to whom they select as long-term partners, I have found five (5) dynamic constructs that the top professionals -- client relationship managers (salespeople, project directors, partners, consultants) use to establish high-value based relationships that are impenetrable by the competition. 𝐄𝐬𝐭𝐚𝐛𝐥𝐢𝐬𝐡 𝐂𝐨𝐦𝐩𝐞𝐭𝐞𝐧𝐜𝐞 One of the first things the client evaluates is the professional’s competence and confidence. The professional knows this -- more than intuitively and leverages this criterion. Because the client is forming an opinion based on early perceptions, the effective professional uses several tools to demonstrate competence. The one key objective that the professional aims for is the ability to create an opportunity for cosolutioning. Cosolutioning is the ability to bring the clients decision-makers together and brainstorm their ideas around the problem, the objectives, the risks, and how to develop the right solution to address these. When done well, it's masterful. 𝐂𝐨𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐢𝐧𝐠: When the professional orchestrates and facilitates meetings with the client’s staff to come together and collaborate in the design of the solution and the evaluation of options, this positive interaction results in a collaborative, team-oriented atmosphere. This practice is referred to as “cosolutioning.” It is quite different from "order-taking," answering RFPs, and throwing proposals over the transom, hoping against all hopes that you will be considered for the client's business. (In reality, you are cannon fodder when your strategy consists of this). MORE TO COME - 𝓙𝓸𝓼𝓮𝓹𝓱 𝓑. 𝓜𝓾𝓻𝓹𝓱𝔂 ➕ Join me in my quest for higher levels of performance 🔔 Ring the bell for new posts 🌟 Cool to repost #Owntheclient #highachievers #salesleadership #cosolutioning #valuebasedclientrelationships

Effective Client and Stakeholder Management: A Key to Business Profitability In today’s business landscape, effectively managing clients and stakeholders is crucial for the success and sustainability of any organization. 🌟 🔹 Building Strong Relationships: Establishing and maintaining trust with clients and stakeholders not only enhances loyalty but also opens doors to new business opportunities. 🔹 Transparent Communication: Clear and open communication is essential to align expectations and ensure all parties are informed and engaged with the company’s goals. 🔹 Adaptability and Quick Response: In a constantly changing world, the ability to adapt and respond swiftly to the needs and concerns of clients and stakeholders is vital to maintaining a competitive edge. 🔹 Long-Term Value: Properly managing clients and stakeholders translates into immediate benefits and builds a solid foundation for long-term growth and profitability. 🔹 Profitability: Effective management leads to increased customer satisfaction, repeat business, and positive word-of-mouth, all of which contribute to higher revenue and profitability. By understanding and addressing the needs of clients and stakeholders, businesses can optimize their operations and drive financial success. As a professional committed to excellence in relationship management, I always strive to implement effective strategies that strengthen collaboration and mutual success. 🚀 We're all customers 💹 #ClientManagement #Stakeholders #Leadership #BusinessSuccess #ProfessionalRelationships #Profitability

💡 Feeling a bit reflective today, so here’s a pro tip I’ve learned through experience: When you’re working as an independent consultant, you quickly realize that relationships are everything. It’s not just about delivering a service—it’s about becoming a trusted advisor and partner. Building strong relationships with clients goes beyond the project life cycle. It’s about consistently providing value, understanding their evolving needs, and always being ready with a solution. By focusing on these aspects, you can establish truly effective strategic partnerships that benefit both sides. If you think your role is only to complete tasks, you’re selling yourself short. Instead, position yourself as a strategic partner. Stay in tune with the strategies your clients are executing across their businesses, and offer input and guidance. Your expertise could be the game changer they need for success. This approach has been crucial in helping me build long-term relationships and gradually grow my consulting business. Give it a try and see how it can transform your client services. But remember, these relationships need to be nurtured—make yourself an irreplaceable part of your clients’ team. 💪 #ClientSuccess #MarketingConsulting #StrategicPartnerships #RelationshipBuilding

It’s 100% ok to let the client know they have responsibilities. It doesn’t matter how much they’re paying you. Most times, they’ll have to give you something or participate in some way so you can do your job and do it well. But it is YOUR job to let them know exactly what that is. Be specific. Tell them in advance. Don’t beat around the bush. Let them know how the services are impacted if they don’t do their part. So if they drop the ball, no one is surprised when the service timeline is disrupted or has to be extended. It is always up to YOU as the service provider, to LEAD the client relationship. Put the parameters in place to make sure there is structure to the client relationship. If you’re not leading, no one is. If you’re not leading, there is no structure. And without structure, things fall apart. Keep it together by using a client contract that empowers you to lead.

🚀 Transparency in Client Relationships: A Path to Long-Term Success 🚀 In today's fast-paced business world, maintaining strong and trustworthy client relationships is more crucial than ever. One fundamental principle that drives these relationships is transparency. 🔍 Why Transparency Matters: 1. Builds Trust: Being open and honest from the start fosters trust. Clients appreciate knowing the full picture, which makes them feel valued and respected. 2. Prevents Misunderstandings: Clear communication helps avoid misinterpretations and ensures everyone is on the same page, reducing the risk of conflicts later on. 3. Strengthens Partnerships: Transparency creates a foundation for collaboration. Clients are more likely to engage actively and contribute positively when they know the process and expectations. 4. Enhances Reputation: Companies known for their honesty attract loyal clients and positive referrals. In the long run, this can lead to sustained growth and success. 💬 Real-World Impact: When we choose to be upfront with our clients about potential challenges, timelines, and expectations, we build a partnership based on mutual respect and understanding. It might seem easier to withhold information to avoid immediate discomfort, but this often leads to larger issues down the line. By embracing transparency, we not only solve problems more efficiently but also pave the way for more robust and enduring client relationships. Let's commit to being transparent, even when it's tough—our clients, and our businesses, will thank us for it. #Transparency #ClientRelations #BusinessSuccess #Trust #Communication #Leadership #Growth

A manager’s role demands not only a firm grasp of the traditional aspects of business acumen and operational management but also a suite of skills and qualities tailored to the modern environment. Here’s what distinguishes an effective manager today #effectivemanager #effectivemanagement