Did you know that many truisms carry a nuance that we don’t even realize.
In consulting, there is an accepted truism, “Client First.”
Here’s a conversation I had with a consultant.
Me: Do you believe in putting the client first?
He: Yes, absolutely
Me: So if the client asks you to do it for free, will you?
He: No, I want to be paid.
Me: So isn’t it better for the client if you do it for free for them?
Silence.
Answer: Client first is not client first in each transaction. It is putting the client first with a long term, sustainable view.
If you do everything for free, the client may benefit from one or two transactions but you will have to close shop. And then you can no longer serve the client.
So that free work hurts the client. You would have brought a lot more value if you had continued serving them in the long term.
You are actually putting the client first by charging for your services.
The phrase, “Client First” is repeated everywhere but this nuance is usually forgotten.
