Client service gets a lot of attention from the
profession. And rightly so, because it is a SERVICE profession. But serving
clients without enjoying them can be difficult.

I said to a partner once that I really enjoyed my
clients. He immediately shot back that I was delusional, followed by a litany
of problems that his clients cause him and demands they place on him. How could
I possibly find enjoyment in that?

I really didn’t have anything more to say because his
concept of being in a client service profession was jaded. I came away with the
conviction that if you don’t enjoy your clients, you’ll have little tolerance
of all their warts. It may be time to find something else to do.

Rather than focus on serving clients, you should focus on
enjoying them. After all, your relationship with them is what sets you apart
from other providers. It’s the way you distinguish yourself from others and
makes “client delight” possible. Yes, you have to perform, but performance by
itself isn’t sufficient. That may be the reason you feel unappreciated, because
you expect your clients to recognize you for what you do, not realizing that
the relationship is just as important.

Case in point: how many times have you encountered a
prospect who decided to remain with their current provider because of the
relationship, even though the client acknowledges they are being underserved?
Frustrating, but real. Shouldn’t be, but is.

This week, every time you work on a project, job or
engagement, remember the relationship behind it. You’ll experience a surge of
energy and commitment that will make the difference. Your life will be better,
you’ll enjoy what you do more and your clients will appreciate you. Not a bad
combination, if you ask me.