4 tips to build the best client-consultant relationship

It’s crucial for independent consultants to reach out and foster relationships with potential clients. But it’s hard to know how often and what to do when it is time to make connections. Kate Warren, Devex’s senior director and editor of careers and recruitment, sat down with several recruiters to discuss tips for what makes the most positive, stress-free client-consultant relationships during a panel organized by Independent Consultants Working for a Better World. Here are several of the top tips: 1. Establish a clear vision and expected outcome from the start The reason aid groups hire temporary consultants is that they don’t have the necessary skills in-house, Lisa Sherburne, a senior specialist at Save the Children, suggested. “I think the client relationship is key to think through what is to be expected so that there isn’t frustration on either side,” she said. It’s important for the consultant to take a look at a particular project and vacancy’s scope of work, added Melinda Pavin, deputy director and technical advisor at GH Pro. Though her team will have reviewed it, consultants might be able to identify gaps or red flags. Click the video to find out what else consultants may be able to accomplish even before the start of a project, according to Pavin. 2. Check in regularly Recruiters may differ on how they prefer to stay in touch with technical experts and other consultants. But they’re all eager to expand their network of talented professionals — they’re organization’s success depends on it to a large degree, after all. Sherburne said she prefers phone or video call to email. If you don’t have direct contracts with a client, checking in two to three times a year is best, she added. 3. Don’t overpromise your skills If you think you can do more than what is in outlined in the scope of work, let the client know, Pavin advised. Maybe the client has defined a narrow SOW and your skills or interests would fit something broader, which is OK to communicate. But don’t accept a job that you aren’t capable of fully delivering. 4. Reach out to create professional engagement, not just for work “Consultants should reach out when they have something to say about what they’re doing,” said Roberto Amorosino, senior recruitment manager at the World Bank. “I try to put emphasis on information sharing.” What you want to create is an environment — whether it’s an online forum or in-person meeting — where those who join can ask questions or discuss industry events and trends. Focus more on knowledge sharing than job seeking, and employers will be more likely to reach out when there is work, Amorosino said. Looking for more tips for consultants? Read “Consultants share their secrets: How to find clients.” Whether you’re a seasoned expert or budding development professional — check out more news, analysis and advice online to guide your career and professional development, and subscribe to Doing Good to receive top international development career and recruitment news every week.