In my last blog, I excoriated the elusive client who plays hard to get and when gotten, plays hardball. To be fair, I have also had my share of platinum clients – those who know what they want, know what it is worth and value the contributions of an outside consultant. These are clients I long to work for and with whom I have built long-term relationships of mutual benefit. I think three characteristics define the platinum client. First, they have a clear sense of purpose and scope. They know what they want to accomplish and they have a good idea of the effort it will take. This avoids so many merry-go-rounds of discussions and meetings about project goals and statements of work. For example, I have one client that I have done instructional design projects for who always starts the project with a clear statement of work. I simply have to plug in my methodology, timeline and budget and the project is ready for approval and kickoff. The second characteristic of platinum clients is fair-play. They understand the value that consultants bring and are willing to pay fair market price for my services. In return, I value the trust placed in me and devote myself even more on the client’s behalf. I have a client who has used my services for 14 years in a row who epitomizes fair-play. They have consistently paid top dollar over the years and have increased fees to keep pace with the market. They send me overseas in business class and pay for 5 star hotels while on the road, knowing the value of a well-rested consultant. Finally, platinum clients provide challenging work that matches a consultant’s expertise and interests. As one matures in consulting and as income becomes steadier, the real differentiator regarding which projects to pursue is the professional and intellectual challenge involved. My platinum clients constantly provide challenging assignments, many in far-off places. In return, I do my very best work for them, always going the extra mile to delight them. Thus, we have built a mutually beneficial relationship that has lasted for so many years. To attract more platinum clients, I’ve found that I have to be a platinum consultant, always exceeding expectations rather than barely fulfilling them. The best organizations like to surround themselves with the best, which is why they are the best in the first place. So, I constantly strive to be the kind of platinum consultant that platinum clients want as business partners.
