Sometimes the best client relationships are those that have undergone the refinement of fire. While there are no shortcuts to developing deep ties, here are 3 best practices to help you redirect a relationship that’s barreling down the wrong track.
1. Ask questions and listen really well. Get to know the client company’s objectives and challenges from their perspective. Make sure you understand well enough to be able to articulate the client’s market position and objectives to your colleagues on the servicing team.
2. Once you understand the client’s objectives and challenges, paint a very clear picture of how you can assist. Be honest. Don’t shy away from the weak areas of your solution. Point them out and state how you will bolster those areas.
3. Integrate and stay connected. Form a cross-functional team within your firm with the goal of developing relationships with their corresponding functional heads on the client’s team: HR to HR, accounting to accounting, etc.