Like most human interaction, business tends to become a point of tension, stress and anxiety. We are trained in environments that are competitive, and many times, horribly unforgiving. We’ve all heard the phrase, “dog-eat-dog.” This old phrase may be more of an excuse than a maxim.
If there is one thing that the advent of high-powered, Internet-based economies eliminate, it is the feeling that some of us cannot compete. Although natural selection is still a factor in the digital age, it is more of an impetus for achievement rather than a prophecy of doom.
With that in mind, think about the “new” relationship between service provider and client. In an industry like providing physical corporate work space, the approach to human relations is a brave new frontier. Undoubtedly, how we survey each other’s abilities, wants and needs should be as innovative as the services we offer. There are certain walls that need to be broken through, and proprieties which should be discarded. New clients are used to dancing around their deepest concerns and questions. If you anticipate their individual concerns before they have the chance to omit them, you will have an incredible advantage over your competitors.
First, a client needs you to understand that no matter how they appear, they may be consulting with you because they are on the brink of ruin. They want to be treated as if they are the most important client in world. At the same time, they need you take the lead on suggesting ways to improve.
Second, some clients have an abundance of resources, but zero personality. Using enigmatic words, they may be coming to you for help redefining their image. As a contractor, you need to convey to your clients that your services will help them form new and lasting relationships with their customers. Don’t expect them to sink to the level of humility and penitence. Just know they chose you for a reason.
Third, never endanger a potential long-term professional relationship with outdated corporate stuffiness. Everyone works and collaborates with others because they have goals in mind they have yet to achieve. This is always a two-way street. Break down the traditional walls and you will minimize the time it takes to achieve great results.
Any service you provide, be it financing, PR, or rental space could mean the difference between a client’s successes and failures!