How do you talk about client excellent or client satisfaction client service after you've won the deal is there something you do in that space in terms of mobilization and how to really make sure there's no buyer's remorse when they they get the consultant in and obviously that's that's a premium cost but obviously the value of them being there is meant to be generating something for them how do you get them ready and prepared is there something you got a secret kind of nugget there for us secret sauce

yeah i mean you're so right like even i think about our consulting journey because i take a lot of what we learned from building our consulting business into like our boardroom coaching program um we we were really successful we were really successful winning a lot of work um with big sort of tier one clients because we would just And I'll get to answer your question in a second because we would play on the frustrations of those clients.

So we would go into client meetings and go, look, I know that in the past you've worked with the tier one consultants who promised you the earth during the proposal phase.

They put all their senior people on the proposal, but as soon as you give the project to them, You get the C or D grade team member, the junior who's just started in the business.

And so we did a lot of market research in the industry and there were a lot of tier one clients that we wanted to work with who was super frustrated with their current consultants promising them the earth, but then giving them, it was like the caviar versus the cod kind of analogy.

So we really played up on that in our marketing, which was like every time we'd go into a new client meeting, we'd go, we know you've been burnt in the past.

we guarantee that you'll have a director on every one of your projects.

How do you talk to them about that kind of situation?

How do you then coach someone or convince someone to let go a little bit of what they're holding onto to move forward?

Yeah, there's a n- there's a number of angles there.

Like, there's a mindset piece, which is, you know, we work with a lot of our clients on the mindset element, but there's the logical piece too.

So the mindset is, like, fear, "No one can do it as good as me.

What, what if I let go and they stuff it up?" But there's actually a really weird thing too where sometimes we see business owners intentionally hire staff that are not as good as them because they don't wanna be ever shown up by their staff or have someone else come into the business that's way better at them at a technical element.

And then when you start to show business owners that they're actually hiring people to make them still feel good about themselves, they're like, "Oh, I've been sabotaging my business.

Like, I should be actually hiring people that are way better than me because then I can just build myself out of those technical roles, and I get to focus on what I love, which is growing the business.

How do you encourage people to make that time for themselves?