Tip #13 of 25 – Enter with an Exit Strategy

Many clients’ worst nightmare is consultants who just won’t leave. Whether or not clients need the additional work, some consultants continue to unearth new opportunities to “help” clients.

That behavior gives consultants a black eye.

Recognizing that some consultants stay at a client long after they’re welcome, one consulting firm promises that, “We do not want to be disruptive to our client's business, so our projects are focused and when our job is done, we leave.”

Amen.

Next time you’re creating a proposal or beginning a project, ask yourself, “What’s our exit strategy?” Know at the outset what you must do to be sure the project wraps and the team goes home.

Being explicit about a team’s departure date will reduce a client’s anxiety. And if you stay focused on your completion date, the client will be much more likely to consider you for future projects.

Comments

[JSLogan]

I love this one! I think consultants that do this set themselves apart and squash a barrier to many engagements - not knowing when the project is complete or whether or not the consultant is workng towards a definitive end to the project.

I think it should SOP for every proposal to have a definitive end identified. Something measureable that all agree is the end of a successful engagement.

This is great advice for both the consultant and client. It protects them both in the deal as they both agree what's being worked towards, when the project is to end, what is being paid for, and when payment(s) is/are due.

[Jim Seybert (on FoolsBox)]

Good counsel - and isn't this why we became consultants in the first place? If I actually wanted to work for a company long-term, I'd go through their HR department and have their logo tattooed on my butt cheek. One of the chief benefits of consulting is the change of seasons.