As you build up strong client relationships (see our last blog) you can really show the value of your consultancy by using your influence to suggest  ideas that will make a difference to your client’s business and hopefully provide further opportunities for you to work together.

Many people make the mistake of thinking that, to be successful, their ideas must be ground breaking and designed to make major waves within the client organisation. In fact, some of the simplest ideas are often the most impressive.

The key is that, however big or small, straight forward or complex your idea might be, if it provides a solution to a real business issue then people will sit up and take notice.

Stakeholder buy-in
Of course to be able to come up with ideas that address an area of real concern within client organisations it all comes back to your understanding of their business coupled with the ‘lens’  through which they see things and the various interests of the stakeholders they have to keep in mind. However it’s not just your client you have to get buy-in from, but the myriad of people that they represent.

This is where keeping it simple really does pay.  While your client may buy into an idea straight away, don’t forget that they must then ‘sell’ it internally. If you keep things simple, clearly explaining how your suggested course of action would benefit the organisation, your client will have a much easier job in getting others on board. By trying to be too clever or over complicating an idea, you might actually be putting them off. 

If your ideas or suggestions aren’t accepted by the client or those from whom they must get buy-in, don’t lose heart. By suggesting intelligent, well thought through ideas in the first place, whether they are taken up or not, you are demonstrating your intellect and understanding of the client’s business. This can only help to strengthen the relationship and may even create opportunities later on or with  other organisations they recommend you to.

Jo Ouston
February 2012

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Leading on from last week’s blog - first in this series looking at how to get buy-in - once you have tapped in to your natural toolbox and are comfortable and confident in yourself, it’s time to begin exploring the potential for influencing clients and others.

When it comes to clients, one must remember the importance of the relationship between the heart and head. In simple terms, finding the right balance between the physicality of communication and intellectual content, so that our poise and flexibility will enable a fruitful conversation to evolve.

Sadly, it has become all too common for people to think that by investing in some NLP training to learn a few body language tricks they will give off the right signals and that clients will fall under their spell and do exactly as they suggest.

The New Year is an important time at work for many people  when there is often the need to communicate proposals for the year ahead to colleagues and clients. From sales plans to team re-structures to new business pitches, the common denominator for those driving the proposals is the hope that they will get the buy-in from their peers that they are looking for.

With this in mind it seemed timely to look at the phenomenon of ‘buy-in’ and to explore just how to get clients and colleagues on board, how to influence and inspire others, how to sell your ideas and how to overcome objections.