Trust in client relationships is everything, especially when you’re delivering a major transformation that requires your client to do things they’ve never done before.
When I did M+A consulting, it wasn’t unusual for repeat clients to not sweat the fees. (In case you‘re wondering, these were always six-figure engagements and often seven.)
More than a few times, the lead client would say “We’re not taking proposals, we are working with you—just get me a ballpark to get us started and let’s figure out how we’re going to get this done.”
Sure, you can argue that those were deep-pocketed clients with a must-get-done project, but the thing to remember is they had plenty of choices.
Instead, they re-engaged without soliciting competitive proposals or pushing back on fees.
All thanks to the huge cache of trust we’d built from a prior engagement that had tested their C-suite on every level. No survivor wanted to risk entering the minefield again without a proven, trusted guide.
But in addition to the lack of fee concerns, there are plenty of other ways clients demonstrate they trust you:
They tell you they’re uncomfortable with one of your recommendations, knowing you’ll hear them out and guide them to the best course of action.
You’re the first one they reach for when they get a win from the work you’ve done together.
They share inside, confidential information on their organization, knowing you’ll know when and how to use it.
They take you into their confidence about personal and professional challenges that make them vulnerable.
They insist on you being part of their solution and will move mountains to make sure you’re a member of their team.
They provide running unsolicited testimonials about you and the quality of their transformations.
You want your clients to do all of these things, so you can serve them to the best of your ability.
And—not coincidentally—reap the bonus that comes along with that: a steady stream of ideal clients who are thrilled to work with you.
Related: One Way To Ensure You’re Holding All the Marbles When It Comes To Pricing