Firstly creating a good relationship. With one I took the time to find out about the important things in life; partner, kids, hobbies, passions. When it came to making key and difficult decisions, we had a basis to work from. We understood what was important to each other. Decision making became very quick and straightforward yet still harmonious. In the other situation, I only new the guys name. Time and time again there were things that needed to be discussed yet, there simply wasn't a connection, an easy way in to start from. In the end the work fizzled out.
Secondly, although it feels great to grab the biggest piece of the pie possible, this is not always the best way. If the outcome cannot be described and the path to it mapped out STOP. The bull of someone blagging it is so easy to see. At this point the client will be short lived one. My experience suggests building a series of pieces of work by taking the client just to the next key decision point. The first few pieces might be small but, the learning on the way by both is likely to be huge as will be the increased respect from the client. The feeling of success, from those initial pieces where either party has accepted that either could walk away, becomes jointly felt and cements the bond for a much longer term relationship.
Finally, I know we are in a technology-abled world with a zillion ways to communicate. But, at the start of any new conversation either with a new person or on a new topic or new question. PICK UP THE PHONE. I am always amazed after a phone call how many issues, assumptions, concerns, beliefs or new options have been revealed and addressed that an email just couldn't. An email is simply 2-D. A conversation is so much richer and so much more fun. I am always buzzing after a call. A phone call is like the ice breaking ship smashing the way up ahead. Clearing the route for rapid, specific email dialogue later.
No comments:
Post a Comment