It is amazing how much goodwill can be generated by simply doing what should be done; be honest. Once the client knows that you will tell them the truth, you will become their go-to person.
This is especially true if the truth does not advantage you. Once the client knows you have that level of integrity, they will find as much work for you as they can. Better yet, if they cannot keep you busy, they will be an excellent reference for you.
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Not only does it play well with your client, it also gives you the confidence of knowing that you have nothing to hide or make excuses for.
Same goes for project managers!
* always show respect towards all parties
* the first consultant must have done something right, otherwise (s)he wouldn have been the first consultant. So give honour where honour is due.
* on the other hand the first consultant must have done something wrong, otherwise (s)he wouldn be replaced.
So try to get on speaking terms with the first consultant for usefull advise. Forewarned is forearmed, usually there are more sides to the situation.
But also listen carefully to the views of the client, (s)he will decide *your* success and will sign off on your time sheet.
* always show respect towards all parties
* the first consultant must have done something right, otherwise (s)he wouldn have been the first consultant. So give honour where honour is due.
* on the other hand the first consultant must have done something wrong, otherwise (s)he wouldn be replaced.
So try to get on speaking terms with the first consultant for usefull advise. Forewarned is forearmed, usually there are more sides to the situation.
But also listen carefully to the views of the client, (s)he will decide *your* success and will sign off on your time sheet.
Unfortunately, every situation is a political one. If your remove yourself from the process or feel as if you don't have to participate, then unfortunately you're going to have a lot more lost commissions and the clients won't believe that you believe that your talents are worth keeping - and so why would they keep you?
Being diplomatic, having tact and taking the other consultant out for a beer or lunch can quickly allow you to understand what, how and why the client may be requesting a second opinion.
In fact, why does the relationship with the client have to be all or nothing? Why just one consultant? Can there be a working relationship between you and the other consultant? Certainly, the client may only want one - however with the right business case they can have 2 and have the project come in faster?
It's surprising the 'us vs them' mentality that occurs especially where we feel entitled - because after all - 'we were there first.' Remember, no matter how valuable we are, we can always be replaced.
It truly pays to find out what's really going on...
Being diplomatic, having tact and taking the other consultant out for a beer or lunch can quickly allow you to understand what, how and why the client may be requesting a second opinion.
In fact, why does the relationship with the client have to be all or nothing? Why just one consultant? Can there be a working relationship between you and the other consultant? Certainly, the client may only want one - however with the right business case they can have 2 and have the project come in faster?
It's surprising the 'us vs them' mentality that occurs especially where we feel entitled - because after all - 'we were there first.' Remember, no matter how valuable we are, we can always be replaced.
It truly pays to find out what's really going on...
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