It's not always apparent, but inefficient client management is a slow leak on your profitability. In the following presentation, we outline the five things you need to do to build the foundation of a successful business with effective client management– one brick at a time:
Regardless of how long you've been self-employed, clients can always find ways to stump us! We regularly discuss our specific client challenges in the protected setting of our closed Facebook group for members of Solo PR PRO Premium (if you aren't already a member, join us!).
Do you have any favorite tips we missed? Let us know in the comments!
It is an interesting presentation and a fascinating and vital subject for PR consultants. I believe the danger of specifying a minimum and maximum number of hours to be worked per month for the retainer is that it can lead the client – and you – to worry about the number of hours worked. It is better in my view to sell on the basis of value to be delivered to the client. You are doing a project for them and that project costs x thousand dollars or pounds. The retainer is merely a way of spreading the payments. This saves a lot of trouble in the long run.
For instance, if you are working on a relaunch project for a client and there are delays, meaning you have nothing to do for months, the fact that you have quoted a price for the whole project, from beginning to end, means the client should be less troubled than if you had guaranteed a minimum number of hours a month. Ollie Wilson PR Brighton: MatchFit Media
Thanks for weighing in, Ollie! Overall I agree with you. However in some instances, it can be helpful to have some limiting language in the contract (hoping that you never actually have to use it), in case the client feels they should be able to get overserviced within their retainer budget. Many pros can successfully accomplish this with a good/tight scope of work (the best option), but that line was just an option for those who feel less comfortable doing this. Appreciate you adding your experiences!