Each client is like lifeblood to consultants like us. Without them we don’t have a business, the bank wants to shut us down, there’s no food for the family. We just have to keep them sweet no matter how difficult they are – don’t we? Of course.
But there are some types of client we don’t want.
Maybe it’s my sales training, from the good old days, or maybe it’s the time I spent in management consulting. Either way, to me clients come in three types:
Type 1 is the good guy. S/he’s the one genuinely looking for help. S/he might not like the answers, but values the insight and effort we contribute.
Type 2 is the waste of time. No matter what we do s/he doesn’t have what it takes to make the necessary changes. Procrastination is always more comfortable than facing facts and changing things to accommodate them.
Type 3 is egocentric. It doesn’t matter how right we are. This type would always rather be in charge, even when its wrong. This type of client would rather lose in the market than accept its shortcomings. S/he really just wants to tell everybody what to do, regardless of the consequences. Losing money is more acceptable than losing face.
We all need the fees, and giving good advice we can sleep soundly with a clear conscience. But to me at least, a client telling me what to do is demeaning. And I really don’t like it. I’d rather go looking for a type 1 client than prostitute myself to the type 3 idiot. To consultants self respect is a fundamental. Without it I can’t think straight. Or talk straight. Or flat out tell clients that they are the problem.
I’m sure you must feel the same way.
How do you handle type 3 clients? Do you go along to get along? Do you try to educate them? Do you satisfy your own ego by leading them into your spider’s web, and then rejoice in their stupidity?
Ultimately we consultants have to protect our integrity when types 2 and 3 are doing their best to demean us. Staying sane and retaining our self esteem is more important than the money.
Isn’t it?
How do you handle types 2 and 3, turning them in to type 1?
I’d rather use sales qualification to recognise and walk away from them.
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