Proving you're the right choice

By Linda Julian

Clients needs are ever-changing. 

First of all, making you and your firm the right choice for a client means proving you measure up on:

• competence
• service
• culture fit
• rapport
• reputation
• right price.

After that, you make yourself the right choice by showing how you will help your client succeed.

Confirm in your client’s mind that you’re the right choice by:

• showing how your behaviour and actions will fit with your role
• showing how you will add value
• explaining why you can add value
• demonstrating that you will act in your client’s interests.

Seal the issue by demonstrating how you will, in turn, value your client.

That’s the point at which the “right choice” is likely to be “chosen”.