There is a lot that goes into being a good project manager or project management firm. There is also a lot that goes into being a successful company, arguably one of the most important things is having good client relationships. This is especially true as we’re all striving to create more stability and business longevity. We need to be smart, practical, and empathetic with our clients since they’re the reason we’re in business in the first place! Read below to learn three key things you can do to maximize your client relationships:
Know the Stakeholders
While you may have one primary contact for each client, they are not the sole person involved in your work. In project management, there are usually multiple stakeholder groups or departments, with each one containing multiple people. To be successful and to maximize the relationship with your clients, you need to know everyone involved. And not just know them – you also need to value all stakeholders and their opinions. As written in a blog on Teamwork, “Picking up on things like the political climate of the organization, how your key stakeholders interact with each other, and any potential conflicts of interest can help to give you some essential context when it comes to running your project”.
Build Trust
This may seem obvious, but to maximize a client relationship, trust has to be built. In uncertain times, this trust is more critical than ever. The best way to achieve this? Follow through with your clients and do what you say you are going to do. Deliver on the results you promised. This trust is especially impactful at times when your client is struggling. Take for example a client of ours who lives in a tropical climate. While we were working with them, they experienced 1) a devastating hurricane, 2) tropical storms, and 3) a massive earthquake. All these events caused delays, stress, and business problems for them. Through the trust we’d built with them, they let us take on project tasks and rearrange schedules to ensure their end goal was still met. This is the type of trust you want to build to be the most successful you can be.
Inspire Innovation
Many of us fall into the trap of “the client is always right” mindset. While it is important to listen to your client, it is equally important to challenge them when they are wrong. They hired you, the experts, for a reason. In project management, clients often have an idea on how to solve something. It is our job to question the solution and make sure it is actually the right answer or remedy. Only by challenging them can you ensure that the best solution is put into place, and not the one they think is best. Figuring out the right way to challenge them can be hard, but it is necessary. Consider it as more of a questioning discussion.
Having excellent client relationships is necessary for successful project management and for any business. The three examples above give you some specific aspects you can work on to maximize your relationships, both new and long-term. Remember, relationships take work and commitment, but in the end, they are rewarding in every way, both in the business and personal arena. From business security and profit to company morale and everything in between, relationships matter The easiest way to sell is to have your clients recommend you to their peers and colleagues. The best way to make that happen is by having an excellent relationship with them. Everyone wins when this happens.