Management of the

CLIENT RELATIONSHIP
 Management of
Client/Consultant
Relations

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Management of Client/Consultant Relations

CONSULTANT

PROBLEM-SOLVING PROCESS CLIENT

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How to develop and
maintain harmonious
relationships?

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How to develop and maintain harmonious relationships?

• Develop a sense of trust and openness

• Written/oral announcements, meetings and presentations

• Round get-acquainted interviews

• Reflect an attitude of ‘helpfulness’

• Guiding, not telling, the client towards the solution

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• When communicating,
 Be clear
 Be positive but realistic
 Be honest
 Limitations in between positive statements
Managing
• Developing credibility
Client
• Engender confidence
Expectations
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Maintaining Client
Interest
• Keep up the communication

• Keep building the consultant-

client rapport

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• Join at least three organizations that offer
regular meeting and the opportunity to
interact with peers in the industry.

• Create a reference library.

• Establish a circle of informal advisors.

Creating
• Establish collaborations with other
Opportunities
consultants.
for Client
• Mail to clients items of interest.

• Mail to prospective client items of interest.

Build-up
• Publish articles in relevant periodical.
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• Accept speaking engagements at trade
association and conferences

• Create a Website Creating

• Business listing in Phonebook/Yellow Opportunities
pages
for Client
Build-up
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Selling of Consulting
Services/ Marketing
Professional Services
• Present client activities
• Retention
• Expansion of Services
• Generation of referrals for new
business
• Non-client relationships
• Third party referral source
activities
• Public Relations/promotional
Four Major
activities Areas
• Potential client activities

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• Institutional Advertising
• Product and service oriented advertising
• Newsletters
• Seminars and workshop
Public
• Speeches
• Articles in professional or industry publication
Relations/pro
• Press relations
• Trade shows
motional
• Participation in community trade and professional
organizations
• Symposia and panels
activities

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• Beneath the growing fee structure
• Unchallenging
• Overly specialize
• In areas or industry that themselves are
not growing
Abandoning
• Unpleasant and/or has rude offensive
people Clients
• Unethical on its actions and/or
borderline Gracefully
• Harsh in its demands for travel, support,
and other logistic Justifications

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