Sometimes your clients want you there for important decisions and sometimes they don’t.
WHEN THEY DO…
You know the feeling you get when your clients acknowledge and recognize you for the value you bring?
“We want to schedule a meeting and would like to have you there. When are you available?”
“I have to submit this document but I’d like you to review it before I send it.”
“I want to introduce you to [another service provider] and have the two of you work out a solution.”
It could be because of your
• insightful contributions and solutions
• depth of expertise and experience
• ability to apply thoughtful analysis
• ability to bring out the best in people
• ability to move discussions to decisions
• ability to generate energy in people to take action
• willingness to take action
• value you added in the past.
No wonder your clients want you there. In their minds, you contribute enough to include you.
WHEN THEY DON’T…
You know the feeling you get when you find out after the fact that your client made a significant decision and didn’t consult you or even apprise you of what they did?
“Yeah, I thought about asking you about it but didn’t think it would matter.”
“You’re only interested in giving me the risks of the decision and I already thought of them.”
“I didn’t even think about running it by you.”
It could be because you
• Typically insist on the least risky option
• Always lead with how it won’t work
• Just sit there and don’t contribute
• Agree (or disagree) with whatever we want to do
• Tell me it’s up to me and so you don’t even make a recommendation.
No wonder your clients don’t want you there. In their minds, you don’t contribute enough to include you.
This week, assess which clients don’t include you and do something about it.