1) Be yourself and get to know your client. Be genuine (emulate process–not personality–of others). Spend time with your client and understand how they react and what drives them.
2) Understand what the project means to the client.
3) Help the client think about their challenges–you may be in a good position to advise the client as to how and why they may be able to achieve better/more impact with a variation of the client’s statement of work.
4) Advise carefully and respond thoughtfully. Don’t hesitate to state that you will do some quick research and come back with a more detailed suggestion. All too often Program Directors feel the need to answer the client immediately on subjects that should actually take more research and thought prior to making decisions. Underline that process is available unless the client needs an answer immediately, in which case default to a response like “Here is my answer for now, but I would like to get back to you with additional clarifying data very soon.”
5) Have ‘your’ agenda set for all meetings. When preparing for the meeting, always be sure you have the latest information possible from the field. Even when the meeting is called by the client, ensure you have your own agenda for the meeting.
