Why do you want long-term client engagements?

Question: How do I get clients to sign up for long term engagements?

Be aware that this question is potentially a dysfunctional question, similar to “how do I get high-paying clients?” (see previous post).

Long-term client relationships are great for both you and the client.

Long-term engagements? Not necessarily.

Ask yourself — why do I want a long-term engagement with a client?

If you are really honest with yourself, I’m betting that a big part of it is neediness, a desire for security, or fear of sales.

You need the revenue (or think you do), you’d love to have money locked in to pay your mortgage, and if you have a long-term client, you don’t have to go out and sell to other clients.

So a long-term client engagement is really good for you in the sense that it helps you avoid these fears and insecurities.

But is it good for the client?

To see the client’s perspective, imagine yourself as the client.

When a business offers you their services in the form of a long-term engagement, what is the first question that pops into your mind?

Do I really need all of this?

Your client is wondering the same thing.

If they really do, fine. Lay out the roadmap. Show how you will guide the client to their ultimate destination.

The other question to consider, from the perspective of your client and your positioning within your field or industry:

If you really are as good as you say you are, why does it take so long?

Look carefully at the design of your offerings. How can you accelerate value and bring results sooner? If you can, then the value to the client is much higher, as they get the time-value benefit of the results faster.

The core principle here is that the nature of the solution must match the nature of the problem.

Whatever you choose to offer, make sure you are completely clear on what your client really needs to solve their problem. Their problem. Not yours.