10 Client Trends to Watch Out for in 2010

Here are 10 trends which will very likely impact your business in 2010:1. Clients will not forget the discounts you gave them. In 2008 and the first half of 2009, a lot of firms either granted discounts or simply gave work away for free. This has set clients’ expectations going forward, it will be harder to raise fees or even receive what’s fair from those clients who have gorged on a feast of cut-rate work and free samples. 2. Value will have to be added earlier. Demand is still attenuated in many markets, and many clients continue to be the target of intense marketing efforts and calling programs. To cut through the clutter, you are going to have to add value earlier in the business development process—starting with the very first contact, be it a phone call, letter, or in-person meeting. This means being prepared with intriguing examples of prior client work that are relevant to the client’s issues, sharing best practices and improvement ideas, and having an incisive point ...