Continuation of my last post on relationships with customers...

I got an assignment lately to look into the flaws of one of my new client's department, so I thought to share some tips from my this experience here......

Looking in the flaws of something is the area where we all test managers treat ourselves as an expert. But, in order to getting on with the new client the skills to build rapport, the basic consulting goals of selling, influencing, guiding and managing are much more important than simply finding out and presenting their faults.

It is never a good idea to telling the client that their "baby is ugly", even though they have hired you for that. Initial meetings with the client is not the time to bring out all the (reasonably obvious, at least to you) flaws in their organization's approach to the consulting assignment, or their management style. It's not necessarily the time to lord it over the client about how much you know. It's the time to be affable. Being affable is about being in rapport with your consulting client. It requires you to be able to walk a mile in their shoes. When you and a client get on well, when you are in rapport, they are happy to take on your ideas, and follow your lead. I mean they will be more receptive to your suggestions because you are both in rapport, and what happens next is inevitably a success in your endeavor.