I constantly advise professionals to put their clients first. Frequently, I write about it: in eTips, in articles, and in my book.
How will your client know that you are putting them first ?
Here's what our research reveals:
- You always show an interest in their business - not just when you're looking for more business.
- You are brave about giving the client advice they may not want to hear.
- You frame advice in terms which will resonate with the client.
- You de-jargonise your advice and use language and metaphors which are familiar and comfortable for your client.
- You communicate with them in the style and via the media they prefer.
- You maintain their confidences.
- You constantly watch out for their interests matter-by-matter and also at a broader level.
- You are clear about bad news - you don't duck and weave.
- You understand their objectives and your role in advancing their interests.
- You care about the personal, business unit, and organisation-wide implications of the matters you deal with and advice you give.
- You are responsive to their needs and requests, including when it's at some personal inconvenience to you.
- You promptly do what you promise.
- You care about their money and look after their investment in your services.
- You seek their feedback.
- You are prepared to decline work around which they would have strong commercial sensitivities.
- You are always looking for ways to improve.
Just as your clients will know when you put them first, so our research reveals that they'll reward you for doing so.
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