3 Challenges Faced While Working With New Clients!

 As understood when preparing for the PMP and CAPM Certification– here are the three most common challenges that consultants face while working with new clients:

1.     Concern over your availability

The potential customer has undoubtedly looked at your website and client list, as well as your résumé. They may be correct in assuming you have a lot on your plate. They are afraid that they will be unable to locate you when they are most needed. For me, I normally address this problem by ensuring that they will have at least 'x' amount of hours of contact to me each week.If at all feasible – and I'll come back to this in point three below – I attempt to go with an expected number of hours – or range of hours – that they'll get every week for a set retainer fee. That way, they'll feel like they have a right to that level of access, and they'll be more confident that you'll be there when they need you.

2.     Concern over your expertise

Your competence may be a source of anxiety for the potential customer. Especially if the planned engagement involves a technology or process with which you have some familiarity but not extensive knowledge. Gather as much information as possible about their requirement, ask for any supporting papers so you may examine them outside of a face-to-face encounter, and ask excellent, driving questions to show you understand the process and their need.As learned when preparing for the PMP and CAPM Certification– allow them a little additional time – unbilled time – up front in the 'discovery' phase to get as much information as possible about the requirement and use that knowledge to set up a decent proposal that details your understanding and allays any doubts they may have about your skills. The majority of consulting skills is transferable between engagements - even if the technology changes, the methods remain the same. That is something that a thorough and precise proposal from you will persuade them of.

3.     Anxiety over cost containment

This is a major one, especially given the current state of the economy. They're already thinking about how to minimise your spending from spiralling out of control the moment you walk through their door to discuss a future engagement since they know they need you but don't have an endless budget.If it's clear that cost-cutting is a priority, I attempt to offer them a fixed weekly or biweekly pay based on an estimated amount of hours. Of course, if the hours start to pile up, the agreement stipulates that you will be charged more to cover the extra labour. However, I've found that most people are willing to pay the set fee and wind up using less of your time than was originally scheduled.Win – win.

Want to learn more about such challenges? Enrol in a project manager certification course today!