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Database Professional
The chief goal, besides making sales, in any industry, but especially the service industry, is to please the client.
However, many times the desires or needs of the customer are overlooked. Instead, project delivery and timelines
become the main driving force in a company. Sometimes it is important to be reminded why you are in business.
Without customers the business will fail. Here are some helpful tips to put the focus back on the client.
The first thing to remember is that you are working for the client. They have hired you to provide a product or service
that allows their business to be more successful. The client will not want to pay for a product or service that does not
help them. It would be like selling a transmission to someone who needed a new engine. No matter how well the new
transmission works, it will not take care of the engine problem.
The next piece of advice is to think like the client. Previously, I worked for an employer that was developing databases
for engineers to use in culvert tracking and repair projects. He would often tell me to put on my “engineer’s cap.” What
he meant was that I needed to pretend that I was developing the database for myself and my needs. While I was
wearing my “cap,” my needs became the engineer’s needs. Don’t be afraid to put yourself in your client’s shoes.
My final tip is to ask questions. The more questions you ask, and the more specific those questions, the better your
finished product will fit your client’s needs. It may take a little more effort and work, but your client will be happy you
took the time to ask. Another reason this is so vital is because there are usually multiple ways of doing things. Your
client undoubtedly has a preference when it comes to doing certain things and it is your job to find out what that is.
Never make assumptions when it comes to client preference. It is not worth assuming, only to find out later that you
have assumed incorrectly. Take the time to ask from the beginning so there are no misunderstandings.
However, many times the desires or needs of the customer are overlooked. Instead, project delivery and timelines
become the main driving force in a company. Sometimes it is important to be reminded why you are in business.
Without customers the business will fail. Here are some helpful tips to put the focus back on the client.
The first thing to remember is that you are working for the client. They have hired you to provide a product or service
that allows their business to be more successful. The client will not want to pay for a product or service that does not
help them. It would be like selling a transmission to someone who needed a new engine. No matter how well the new
transmission works, it will not take care of the engine problem.
The next piece of advice is to think like the client. Previously, I worked for an employer that was developing databases
for engineers to use in culvert tracking and repair projects. He would often tell me to put on my “engineer’s cap.” What
he meant was that I needed to pretend that I was developing the database for myself and my needs. While I was
wearing my “cap,” my needs became the engineer’s needs. Don’t be afraid to put yourself in your client’s shoes.
My final tip is to ask questions. The more questions you ask, and the more specific those questions, the better your
finished product will fit your client’s needs. It may take a little more effort and work, but your client will be happy you
took the time to ask. Another reason this is so vital is because there are usually multiple ways of doing things. Your
client undoubtedly has a preference when it comes to doing certain things and it is your job to find out what that is.
Never make assumptions when it comes to client preference. It is not worth assuming, only to find out later that you
have assumed incorrectly. Take the time to ask from the beginning so there are no misunderstandings.
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