{"id":359,"date":"2012-07-31T07:11:20","date_gmt":"2012-07-31T07:11:20","guid":{"rendered":"http:\/\/www.workplaceinteractors.com\/theinteraction\/?p=359"},"modified":"2012-07-30T15:12:03","modified_gmt":"2012-07-30T15:12:03","slug":"how-to-collaborate-with-clients","status":"publish","type":"post","link":"http:\/\/www.workplaceinteractors.com\/theinteraction\/2012\/07\/31\/how-to-collaborate-with-clients\/","title":{"rendered":"How to collaborate with clients"},"content":{"rendered":"
\"\"<\/a>

photo by Alice Feldt<\/p><\/div>\n

An article we recently published in ASTD Links<\/a> magazine.<\/em><\/p>\n

Your clients meet you at the door of the conference room.\u00a0 You can see in their faces that they\u2019re looking forward to the meeting.\u00a0 So are you.\u00a0 When you work on projects together, you can feel the energy in the room.\u00a0 Everyone sits up, leans forward, and laughs.\u00a0 Ideas appear out of nowhere.\u00a0 Everyone feels that they\u2019re an important part of the process \u2013 and they\u2019re committed to your success together.<\/p>\n

For the independent consultant, one of the most important skills (and greatest joys) is collaborating with clients.\u00a0 When you and your clients can truly work together, you\u2019ll strengthen your relationship with them and produce the best results.<\/p>\n

How can you create dynamic collaborations with your clients?\u00a0 Here are some dos and don\u2019ts, drawn from our many years of experience.<\/p>\n

DON\u2019T come in with a ready-made answer.<\/strong><\/p>\n

When clients have a hand in creating a solution to their problem, they value the result more.\u00a0\u00a0 Plus, they know things about their company or situation that you don\u2019t:\u00a0 things that can make or break your project.\u00a0 Don\u2019t close the door on important discoveries.<\/p>\n

DO leave your ego at the door.<\/strong><\/p>\n

It\u2019s tempting to want to assert yourself as The Expert \u2013 after all, isn\u2019t that why they hired you?\u00a0 But focusing on yourself gets in the way of creativity.\u00a0 You can\u2019t hear a great idea coming from someone else if you\u2019re busy thinking up your next wise pronouncement.<\/p>\n

DO acknowledge others\u2019 needs and ideas.<\/strong><\/p>\n

Even if you don\u2019t see the relevance, it\u2019s important to them to be heard.\u00a0 Make sure you listen, and thank them for their contributions.<\/p>\n

DO express your opinions frankly but diplomatically.<\/strong><\/p>\n

They\u2019re consulting you for your knowledge.\u00a0 \u00a0It\u2019s your task to deliver your considered view of things, even when your clients aren\u2019t sure they want to hear what you\u2019re saying.\u00a0 Make it easy to take, if you can, but make it honest and clear.<\/p>\n

DON\u2019T defer to clients when you know they\u2019re wrong.<\/strong><\/p>\n

We learned this the hard way!\u00a0 A client we were working with wanted a particular interactive exercise to last a half-hour.\u00a0 Our guts and experience told us we couldn\u2019t push it longer than about 15 minutes \u2013 but we overrode our instincts and prepared the material.\u00a0 Sure enough, the participants became restless about halfway through.\u00a0 We squirmed, but we learned to trust ourselves and stand our ground.<\/p>\n

DO use the power of the outsider.<\/strong><\/p>\n

Because you\u2019re NOT part of the company, clients often feel that it\u2019s easier to confide in you.\u00a0 So you can get valuable information that can help you find the best solution for them.\u00a0 Go gently as they gradually drop their guard.\u00a0 Show them that they can trust you.<\/p>\n

DO speak from the client\u2019s point of view.<\/strong><\/p>\n

Describe your ideas in terms that will make sense to your clients. \u00a0Avoid using your own professional jargon.\u00a0 (And work to learn theirs.)\u00a0 In making a case for a solution, always explain what\u2019s in it for your clients:\u00a0 how it will meet their<\/em> goals and appeal to their<\/em> motivations, not yours.<\/p>\n

DON\u2019T be all business.<\/strong><\/p>\n

You\u2019re professional, of course, but be sure to let a bit of the personal in as well.\u00a0 Showing your true self builds relationships, especially when you make it comfortable for your clients to be real, too.\u00a0 And the more of yourselves you all bring to the table, the more creative your interaction will be.<\/p>\n

DO be the enjoyable break in their day.<\/strong><\/p>\n

We\u2019ve noticed that when people meet with us, their eyes get brighter.\u00a0 The energy flows between us.\u00a0 Why?\u00a0 Call it creativity, playfulness, fun.\u00a0 We try to be a breath of fresh air in the middle of an ordinary working day \u2013 an opportunity for our clients to free up their creative juices.<\/p>\n

At one client\u2019s offices, people often come up to us as we\u2019re walking in the halls.\u00a0 They ask us if we\u2019re doing a workshop there that day, or they just say hi.\u00a0 They associate us with fun; one client even told us, \u201chaving you here is a pleasurable experience.\u201d\u00a0 We consider that part of our job, and one of the ways we create quality results for our clients.<\/p>\n

DO share the success.<\/strong><\/p>\n

After a project goes well, remember how everyone had a hand in it \u2013 and be sure to celebrate it together.\u00a0 As Harry Truman said, \u201cIt is amazing how much you can accomplish if you don\u2019t care who gets the credit.\u201d\u00a0 Don\u2019t worry, they won\u2019t forget you!\u00a0 And they\u2019ll be even more eager to work with you at the next opportunity.<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

An article we recently published in ASTD Links magazine. Your clients meet you at the door of the conference room.\u00a0 You can see in their faces that they\u2019re looking forward to the meeting.\u00a0 So are you.\u00a0 When you work on projects together, you can feel the energy in the room.\u00a0 Everyone sits up, leans forward, …<\/p>\n

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