Four principles for maximizing client value and reducing risk in client engagements

In a world where most people, both personally and professionally, seem to look for the "silver bullet" and the "universal solution", there is an unhealthy amount of preconceived concepts floating around claiming to solve whatever problems or challenges clients are facing - even without having any closer insight into the problem and starting point of the specific client. 

Even though Stefan most likely have a portfolio of methods, tools and approaches that is unique in its depth and broadness and evidently has generated superior business value, the biggest mistake one can make is that one assumes to know what the solution is before one has truly understood the problem and its specific context.

To make sure that Stefan can add value and minimize client risk, the following four principles are applied in every potential client engagement.  

1. The problem first, the solution second

Stefan never present a solution or concept for a client without having performed a due diligence on the client’s unique problem and starting point in terms of addressing the problem. 

2. Secure relevance and smartness up front

The purpose of the due diligence is twofold: 1) Secure relevance in offering to help address the client problem, and 2) understand which tools and delivery approach would make an effective and tailor-made solution to the client problem

3. Fuel the future solution at no or low cost

The due diligence is in most cases free of charge, depending on the effort required. It is performed through analysis of client materials, interviews and, whenever relevant, surveys with relevant client people. Rightly managed the due diligence will also be part of the actual solution since it engages the people that the potential solution will rely upon. 

4. Trust

Clients have full confidentiality and are not used in marketing. Nor are the client names mentioned in any of the reference cases Stefan might display. The importance of this principle can not be emphasized enough since vital factors for Stefan to be able to deliver superior value are openness and honesty in the dialogue with clients.