Guide to…Gaining a Clients Acceptance (Called “Buy-in” in consulting speak)
Why You Do It
- Getting your client to accept and agree with your approach, findings, and opportunity quantification are critical to the success of both a business case and implementation project. In fact, it’s important to every project. Without it, is unlikely your work will be used.
- Schedule conflicts, multiple locations, and tight timeframes will make it difficult to maintain the necessary level of contact. Plan for it.
- Unknown key influencers to the decision
- Hidden agendas and personal needs
- Chart out emotional, political, and rational paradigms to understand your client’s needs both personally and professionally
- Have frequent contact without being intrusive
- Pre-present, pre-present, pre-present (no surprises – the client must see your thinking develop)
- Build high levels of trust and credibility
- Do your homework
- Go into a meeting without being totally prepared. Know your topics and be able to speak to them
- Assume what your client knows or seems to understand about your analysis
- Underestimate others’ influence over your client’s perceptions and decisions
- A Rational Approach to Irrationality (3quarksdaily.com)