This contract tip is about how we need to adjust our work for clients depending on their level of experience.
With experienced clients, I see my job as more of a facilitator and writer. They tell me the deal terms and how to handle the risk-shifting provisions. I provide some advice, but my primary role is to make sure the contract reflects their directions. I take a different approach with clients who are newer to the role or industry. Then my primary role is advisor and coach.
Here are 3 things I do to help less experienced clients:
1. Explain industry standards - They may not know those approaches and whether this deal is in line with or different from them. I help explain what I tend to see in deals like this one.
2. Provide my business judgment - I've seen a lot of deals and know common business requirements and strategies. So, I offer advice but always in a respectful way. I use words like “It is up to you, but if it were me in your shoes, I would...” I also use, “Consider whether a better strategy is...”
3. Prompt them when to consult their manager - Some inexperienced clients don't yet know which decisions should be escalated. I help them identify those. This prevents mistakes and helps my clients look good to their bosses.
What other advice would you give for adjusting your role based on the client's experience?
