We had a good week. One we deserved. We lost two of our clients last year- one to death and the other to the retirement of the principal. One was expected, the other was devastating. I’ve written about one of them already.
But, this past week, two old clients returned. They left us to employ folks who charged less. (We believe that our fees are not only reasonable, but too cheap, but that’s a discussion for another day.) And, these clients found they got for what they paid.
Oh, I’m not saying that the consultants they employed were bad. But, there are lots of things we can offer that other firms can’t. We are polymaths- truly. I, for one, am a chemical engineer, a bioengineer, a financial specialist, a management specialist, a health care specialist, and a computer expert. That’s not bragging- it’s just to give you an idea of the breadth of experience and knowledge that I bring to our clients’ needs. Which is about the same that everyone else here does, as well.
When a client calls and says he’s terrified that the current economic downturn (ok, economic malaise) scares the bejesus out of them; that they don’t feel secure that the next quarter revenues will be where they should be- I understand that terror. I’ve been there.
We had a big small company (or was that a small big company?). Where our payroll involved more than 2 commas. If you don’t think I didn’t wake up some nights terrified that we would run short one day, you are badly mistaken. So, did my partners. That was a big plus- because we had each other with whom we could talk.
And, we also had (and still do) a board, with whom we spoke at least once a month (via telephone conference calls) and met in person at least quarterly. (We also spoke between meetings, often in person.) They were there for us when things were great, they were there for us when things went to hell in a handbasket, and they were there for us when we just needed a friend.
That’s exactly what we offer our clients. Whether they ask us to serve on their board or not. Because we don’t really have clients- we have partners. (Hence the name, Adjuvancy.) We are invested in their business, wanting them to succeed as much as they want to succeed. Because that’s how we roll.
Which is why these clients returned. They found there’s something they just didn’t know they had- until they didn’t.
(We’d love to help you, too! Whether it’s for your income taxes, your business plans, or your product development- you could use our team on your side…)
You do indeed get what you pay for, and many times you have to spend money (in good faith) to make money. I’m glad your clients came back. That is probably one of the best measures of service. Anyone can get curious if they can get better for cheaper, but the realization that you are the best….yup. Now I have that James Bond song in my head, “Nobody does it better.” :-/ Congrats Roy!
Lisa Brandel recently posted..The Hummingbird by Lisa Brandel
Thanks, Lisa…
It was a great feeling- not just for those of us who are at the top- but across the board…
I just wonder sometimes, how you ever got the time to become a specialist in so many areas! (yes, I know it can be done, but it still amazes me)
Helene Poulakou recently posted..Top 10 Greek Mythology Stories updated Sat Jan 26 2013 3:50 pm EST
It’s very simple, Helene…
Sleep as much as you need- and then, when you are up, go, go, go…
(OK, 3 hours is the amount of sleep that I need…)
Congratulations on getting those clients back. It is obvious that your consulting firm offers more value than most.
Some might think a man with your credentials would have his nose in the air and look down on those less accomplished. You are the real deal, Roy!
Janette Fuller recently posted..The Hunger Games Accessories GIVEAWAY (Freebie Alert!)
We try to make a difference for all our clients, Janette…
And, we love seeing those companies- big, small, and in-between reach their objectives- at a profit!
Most often you really do get what you pay for but it’s the people and company’s who give you a little bit more in terms of treatment that keep people coming back. It speaks to your character that these folks returned instead of trying yet another company who might fit the bill.
Bonnie recently posted..Your Fears Are Real
The trick is to not only provide the value- but to insure that your clients understand the value you provide.
Thanks for the comment, Bonnie!
Excellent news! Proof if ever, of the value of holding firm rather than a pricing war – even if you think you are sill *undercharging!*
Cheers,
Gordon
The Great Gordino recently posted..Goal Achievement – Building Up A Head Of Steam!
That seems to be the prevailing mood among our directors, Gordon!
And, as my post demonstrates today, our fees (or at least this portion :- ) ) really are reasonable…
As a freelancer and a sole proprietor, I share the terror. 🙂 I’m happy for you that clients returned. I understand all too well potential clients who want it cheaper. When I finally accepted my worth, it became very easy to let them go – even while teetering on a fiscal cliff. 🙂
Cathy Miller recently posted..Your “Where Did January Go” Business Strategy
Yes, Cathy, that last sentence is the scary thought. Oh, I should just do it this once- but, it’s never once, and I doubt it ever works. (Unless, of course, you are charging $ 600 an hour and cut it to $500.)