Picture the scenario; you’ve worked hard to build a positive relationship with your client and rely on them for regular contracts. But suddenly without warning, they disappear. It turns out they’ve decided they no longer require your services…..
You’ll no doubt be wondering what caused their decision. This blog explores the top four reasons why clients decide to swap contractors and what you can do to prevent it.
1. Changes in your client’s team
Your contact leaves for pastures new and you’re having to deal with a newbie. They’re keen to impress, keep costs down and may also want to bring their own contractors along for any new jobs.
What can you do about it?
It’s a tough predicament to be in and possibly one of the most common for contractors and freelancers. So make contact with the new person ASAP and try out some of the following tips:
- Give an overview of your recent achievements and projects for the client
- Express your enjoyment in working for their company and share some of your ideas for future development
- Tell them how much you appreciate their business and how you see a future working with them
Share this overview with the new contact and their seniors, so that it’s seen by the decision makers. Your past wins and passions for the company will speak volumes over any new contractor, who has no experience of working with the company.
Better still, if you know your contact is leaving, ask them to introduce you to their replacement if possible.
2. The excitement has gone
Your client is increasingly critical of your work, they no longer seem impressed by what you do and question every invoice you submit.
What can you do about it?
Boredom breeds opportunity, so if any of the above sounds familiar, then now is the time to act. Keep things fresh by discussing exciting new ideas with the client, share previous work with them to showcase how you’ve tackled similar contracts and remember to treat your current contract with the same enthusiasm as you did for your first contract with them.
3. Personality clashes
A newbie in your client’s team has decided they don’t like you. Depending on their role and level of involvement in your work, they could potentially have a huge impact on your repeat business. It’s something to nip in the bud as soon as you realise it’s happening.
What can you do about it?
Involve the person in your work, share your progress with them and show them what value you hold to the company. You were chosen to complete the contract for a reason, so use this to your advantage and show them why they need your skills.
4. Overly keen competitors
If another contractor’s name has been mentioned in passing conversation, take note. Another contractor is after your work and they’re clearly keen enough to stick out in your client’s mind.
What can you do about it?
Refer back to the suggestions in point 1 and remind the client of your value. If it’s a price issue, consider how much of a discount you’re willing to offer (if any) without compromising your value. They may just be keen to try a new contractor and unfortunately there’s nothing you can do about it, but if you get the feeling that a new one is sniffing around, claim your territory.
Final thoughts – keep your bridges intact
If, at the end of the day, your client is still keen to look elsewhere and you’ve tried all of these tips, then you must respect their decision and deal with the client loss. Remember that your opinion of the client’s decision does not matter to them, but the way in which you deal with it does. Don’t burn your bridges, as the knock-on effect could cost you more than their future contracts.
And you never know, they may come to their senses and ask you for future work!
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Pic: © moleshko
