Mentor Your Clients! [SMB Consulting Best Practices book excerpt]

G’day folks! I am the author of the SMB Consulting Best Practices book and each day I like to hold a virtual book reading. Today I am posting up the all important topic of mentoring your clients!

Mentor Your Clients

There is one law of consulting you should learn sooner rather than later: A great consultant is one who works his way out of his job. That is, if you’re doing your job correctly as an SMB consultant, the client shouldn’t need you around forever. It’s a noble goal and one that keeps you focused on providing exceptional customer service while you’re there.

However, the reality is different from the theory-in a good way. Rather than truly working yourself out of the SMB consulting business, as you might conclude from the first paragraph, the opposite usually occurs. Clients, sensing that you mean well and have their best interests and budget at heart, simply adore you and tend to find more work for you to complete. But then a really good thing

happens. These same clients become great referral sources, sending more business your way than you can reasonably handle! So who’s complaining?

There is another angle on the “working your way out of a consulting gig” theme. Perhaps at your client site one of the staff members is really keen on computers. This person tends to shadow you when you’re working on-site so he can learn more about the system. Over time, you slowly allow this person to start performing simple maintenance tasks. Later on, he’ll often add basic technology management responsibilities to his job role. I’ve found mentoring someone on staff makes for great client relations.



Harry Brelsford, CEO at smb nation

Microsoft Small Business Specialist SBSC, MBA, MCSE, MCT, MCP, CNE, CLSE, CNP

PS – did u know I host a technology conference in the New York City area each spring? Save the date for March 6-8, 2009 and watch “voice meet data” in the SMB space!

PPS – my SBS 2008 book will be out in mid-November 2008!

PPPS – my Microsoft Response Point Primer book is here NOW!


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