Winning
the job does not mean the marketing of the firm and the team is over. In fact,
the moment of highest anxiety for the client is right after they have hired you for
the job. "Did we make the right choice? Will they deliver what they
promised, or
what we thought they promised? Will we be able to get along with these people for
the next two years?
Be
sure your project teams keep the following in mind:
1. Clients always chose us for reasons other than what we
think. Debrief to find out
what promises were actually bought.
2. Communicate the results of the debriefing to the entire team
at the project kick-off
meeting.
3. Understanding the project goals is not enough. Be sure you
understand how the
client will evaluate your performance.
Right
from the start, give the client reassurances that they will be able to work compatibly
with you during the process of delivery.
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