MANAGEMENT OF

THE CLIENT
RELATIONSHIP
Two Key Relationships

Relationship between the consultant and the

problem solving process.
Relationship between the consultant and the client.
Client

The organization that engages the services of the consultant.

The individual(s) with whom the consultant has the initial and /or ongoing
contracts.
Relationship must also be established by the
consultant with other personnel of the client's
organization
a. Administrator and employees who have information and facts concerning the
problem situation.
b. Managers and employees who are likely to be affected by the implementation of
solution to the problem situation.
c. Managers and employees who are assigned to perform tasks under the
consultant's guidance.
d. Manangers and employees who are assigned to serve as liason on a daily basis
between the consultant and high-level managers or other organizational units with
the support system.
How to develop and maintain harmonious
relationships?
● Managing client expectations
● Maintaining client interest
● Creating opportunities for client build-up
● Marketing professional services
● Abandoning clients gracefully
Creating Opportunities for Client Build-up

1. Business contact gains throughout the business community

2. Speeches in professional and business organizations
3. Books written from experience
4. Referrals from speeches, books and articles
5. Word-of-mouth referrals
 1. Join at least three organizations that offer regular meetings and the opportunity to
interact with peers in the industry.
2. Create a reference library that includes marketing resources and other publications that
will assist the consultant in marketing, implementation and even travel.
3. Establish a circle of informal advisors, make it a point to contact them once a month.
4. Establish collaboration with other consultants.
5. Mail to clients items of interest.
6. Mail to prospective client items of interest
7. Publish articles in relevant periodical
8. Offer probono work for community, government and nonprofit organization
9. Accept speaking engagement at trade associations and conferences
10. Create a website
11. Business listing in phonebook/yellow pages