The Insider Secrets to Not Losing Your Shirt on your Client’s Next Project
The Insider Secrets to Not Losing Your Shirt on your Client’s Next Project
Before she even got started, her client called with changes. Being the kind person that Anna is, she said, “OK, I can do all this.”
Before the week was out, the client called again, with another change. This time Anna got worried. This great project was now turning into a nightmare. This project wasn’t really that exciting and fun anymore. As a matter of fact, it was downright stressful, overwhelming and with all these changes, she would be working much longer and not making her desired financial outcome.
What happened? In the Fortune 500 project management world it is called “The Deadly Scope Creep.”
What is it? It is the natural process every client-vendor relationship goes through as the client learns more about their needs and possible solutions you have to offer.
Why is it Deadly? Because most entrepreneurs don’t manage the change process properly and the result is:
Overwhelm and long hours
Frustration and resentment
Loss of profitability
Delays on other projects for other clients
An unhappy customer who doesn’t refer you more business
Does this sound familiar at all? Well there is hope. Here are my insider secrets to turning that deadly scope creep into a win-win outcome (that means a profitable, enjoyable, satisfying business transaction where you are in your power!)
DO…create a written agreement which includes: exactly what you commit to do, when it will be done by, who needs to do what (for example, the customer has deliverables), and how much it will cost. I guarantee you this step alone will increase your sanity.
DO…get changes in writing. Make sure you capture what the changes are and communicate them back to the client in writing. When this step is skipped, miscommunications can lead to an unhappy customer or a late deliverable.
DO...take time to track your project changes . Every time your project scope grows (the client wants something added), it will either take you more time or cost them more money. Either way, it is going to impact your bottom line. Educate the client on how their request will affect the completion date, or cost them more money, or both. This is one of the easiest ways to create a win-win relationship with your clients and have them “sing your praises!”
DO…communicate honestly with your client about what is happening. If you aren’t enjoying your client, procrastination can easily take hold and your client will become unhappy when things aren’t done on time.
DON’T…shortcut on writing out the agreement. It will come back and bite you on the A$$ later. When errors, misunderstandings and problems occur, written documentation takes the “he said-she said” out of it.
DON’T... cave in when your client pushes back. You will inevitably resent the client or the project. It is perfectly acceptable to say “No, that isn’t going to work.” Just follow up with, “Here is what I can do.”
DON’T... be a People-pleaser. It leads to the Over-Commit and Under-Perform Syndrome. Remember, it is business, not personal! Your client will ultimately respect you more for being honest and grounded in your abilities and desires. If they don’t, you don’t want them as a client!
So what happened with Anna? She realized that the project was rapidly becoming an energy drain and she didn’t have time to complete the job in its “new scope”. She gave the client his money back and recommended someone else. Miraculously, two additional clients showed up in the same week, and she doubled her revenue that month.
By the way, this process works great with spouses, kids and co-workers too. (Although your kids might look at you funny when you submit a change order for their 3rd dinner request tonight!)
About the Coach:
Melanie Benson Strick, The Entrepreneur’s Success Coach, teaches entrepreneurs how to stop feeling overwhelmed so they can create more money, more freedom and more prestige.
If you’re ready to stop working in your business and start working on your business, go to www.virtualteambuildingsecrets.com to learn the secret to growing your company to a six and seven-figure success without employees or a 90-hour work week!
The Insider Secrets to Not Losing Your Shirt on your Clients Next Project - To learn more about this author, visit Melanie Benson Strick's Website.
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My client Anna called me last week, completely frustrated, about an unfolding nightmare with her new client. Anna had recently accepted a new client who had an exciting project. They discussed what specific needs the client had, and Anna determined that it would fit in her schedule. She received a down payment for the work, and scheduled the time in her calendar.
Before she even got started, her client called with changes. Being the kind person that Anna is, she said, “OK, I can do all this.”
Before the week was out, the client called again, with another change. This time Anna got worried. This great project was now turning into a nightmare. This project wasn’t really that exciting and fun anymore. As a matter of fact, it was downright stressful, overwhelming and with all these changes, she would be working much longer and not making her desired financial outcome.
What happened? In the Fortune 500 project management world it is called “The Deadly Scope Creep.”
What is it? It is the natural process every client-vendor relationship goes through as the client learns more about their needs and possible solutions you have to offer.
Why is it Deadly? Because most entrepreneurs don’t manage the change process properly and the result is:
Overwhelm and long hours
Frustration and resentment
Loss of profitability
Delays on other projects for other clients
An unhappy customer who doesn’t refer you more business
Does this sound familiar at all? Well there is hope. Here are my insider secrets to turning that deadly scope creep into a win-win outcome (that means a profitable, enjoyable, satisfying business transaction where you are in your power!)
DO…create a written agreement which includes: exactly what you commit to do, when it will be done by, who needs to do what (for example, the customer has deliverables), and how much it will cost. I guarantee you this step alone will increase your sanity.
DO…get changes in writing. Make sure you capture what the changes are and communicate them back to the client in writing. When this step is skipped, miscommunications can lead to an unhappy customer or a late deliverable.
DO...take time to track your project changes . Every time your project scope grows (the client wants something added), it will either take you more time or cost them more money. Either way, it is going to impact your bottom line. Educate the client on how their request will affect the completion date, or cost them more money, or both. This is one of the easiest ways to create a win-win relationship with your clients and have them “sing your praises!”
DO…communicate honestly with your client about what is happening. If you aren’t enjoying your client, procrastination can easily take hold and your client will become unhappy when things aren’t done on time.
DON’T…shortcut on writing out the agreement. It will come back and bite you on the A$$ later. When errors, misunderstandings and problems occur, written documentation takes the “he said-she said” out of it.
DON’T... cave in when your client pushes back. You will inevitably resent the client or the project. It is perfectly acceptable to say “No, that isn’t going to work.” Just follow up with, “Here is what I can do.”
DON’T... be a People-pleaser. It leads to the Over-Commit and Under-Perform Syndrome. Remember, it is business, not personal! Your client will ultimately respect you more for being honest and grounded in your abilities and desires. If they don’t, you don’t want them as a client!
So what happened with Anna? She realized that the project was rapidly becoming an energy drain and she didn’t have time to complete the job in its “new scope”. She gave the client his money back and recommended someone else. Miraculously, two additional clients showed up in the same week, and she doubled her revenue that month.
By the way, this process works great with spouses, kids and co-workers too. (Although your kids might look at you funny when you submit a change order for their 3rd dinner request tonight!)
About the Coach:
Melanie Benson Strick, The Entrepreneur’s Success Coach, teaches entrepreneurs how to stop feeling overwhelmed so they can create more money, more freedom and more prestige.
If you’re ready to stop working in your business and start working on your business, go to www.virtualteambuildingsecrets.com to learn the secret to growing your company to a six and seven-figure success without employees or a 90-hour work week!
The Insider Secrets to Not Losing Your Shirt on your Clients Next Project - To learn more about this author, visit Melanie Benson Strick's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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