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The key is having the ability to maintain a good relationship and ensuring that the job gets done. If you are professional and can demonstrate a return on investment, then there is no reason why a client will not give you repeat business.You have to be mindful that some people in a business have considerable knowledge, so to tap into this information and benefit from it you have to show a certain level of respect. Evaluating an assignment is a critical part of the consultancy process, but sometimes it is complicated as it might deal with intangible benefits.
Honesty, integrity, professionalism and manners cost nothing but make good business sense and provide the foundation to form long lasting relationships.
How do you manage those clients who hire you for your expertise, but still want to have a say on how you carry out your work?
I do not go to a client and tell them what they need, sell them unnecessary services and make promises that can not be kept.
In order to build trust and gain respect I prefer to keep it simple.
Once in the country it is easier to put what I have learned into context and being on site provides a more comprehensive understanding of how local employment laws are applied.
Consultancy is a client-oriented business, but misunderstandings on the nature of the service can be frequent between provider and purchaser.I have spent a significant portion of my career working in various countries around the world, so I have to learn new legislation depending on the contract location.I also find it useful to keep up to date with employment law changes in countries where I have previously worked.Sometimes clients do not have the experience or knowledge of how HR can add value in some of the high priority work they are doing.The same things applies when I meet with a new client, my priority is to listen to their needs. If I do not see a way to add value, then I explain why and give them some advice on what might be the appropriate solution.Every client is different, so I have to adapt my strategy depending on the client and the nature of the project. In these cases, how can we demonstrate that our involvement matches our client’s expectations? We need to make sure that we listen to what the client is trying to achieve and where they see us fitting in.Only when you have listened to their needs can you evaluate how to support them effectively.Our reporter, Sergio Russo interviewed Colin Mc Andrew who recently started his own HR consultancy firm, Col HR Ltd and asked him why…?Can you tell us why decided to launch your own consultancy firm?Not one client is the same and in every organisation there are different personalities and some individuals are more strong willed than others.There will be times when there is a reluctance to share particular information or resources.