Strategic...NOT

  CRM   Lessons Learned   Stakeholder Management  

Sometimes business as usual isn't what your clients really want. They want to be treated special. They want to know they are in the driver's seat, and that you will help them to succeed at reaching their business objectives. Here are a few tips to help you keep your customers coming back for more services from you.

Strategic...NOT
The word "strategic" is spewed around the business world like gossip in a small town. It is also the most desirable work in the business world. People in business know they must be very, very important if they are assigned to strategic projects. For that reason, many people also guard that work like a dog guards a bone. So what does this realization mean to a professional in a consulting role? Tread softly and chose your words carefully. Consider the two scenarios below and ask yourself which consultant you would go back to for services:

• "I'm here to guide your key leaders through the strategic planning exercise."
• "I'd like to help you prepare a plan and presentation that you will present to your boss, that will help you meet your business objectives."

Whether there is evidence that your client plans strategically or not, the first statement may elicit this response: "We know how to prepare a strategic plan and our leaders don't need to be told how to do their job."

The big difference between the two is that in the second case, you …

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