Well now this seems obvious, doesn’t it? Like the divide between BC and AD, the au courant paradigm shift is Before Coronavirus and After Coronavirus. Navigating life and business will change in ways that we cannot necessarily anticipate.
It is safe to assume that our clients are anxious to get back to the office and into the driver’s seat, to work on generating profits. But it’s probably also safe to assume that clients are uncertain about how to make things happen again.
In the After Coronavirus world, their reliable golden touch business model may no longer make the cash register ring. What were once considered business best practices may no longer apply. There may be new public health regulations to follow, such as the number of employees who can work on site at a given time, or the number of customers who can enter the premises, all in observance of social distancing.
Many businesses have lost a great deal of money as they simultaneously paid employees, rent, insurance, utilities, software licensing fees and other fixed expenses. The owners/ leaders are relieved that the doors are open again but there can be confusion about what “open for business” will look like now, at least in the short term. Added to the list of worries may be the possibility that certain employees might continue to work from home until further notice and the impact that will have on productivity, work flow and team communication.
In the After Coronavirus business environment, nearly every operation will undergo a shakeout and no one can predict the length of that period or the needs of the business as the new normal unfolds. As a result, the client experience that your organization has dependably provided will have to shift in response. The usual benefits linked to the usual client touch points have already lost their relevance and luster.
As noted in previous posts, trust, dependability and communication will be among your most valuable intangible competencies and may I also suggest that you add good listening skills to your toolkit? Listening, empathy, trust, dependability, flexibility, agility and big-picture thinking are the qualities and skills that will help you to help your clients rebuild. Listen actively and figure out your strategy.
Face2face meetings I think will be most useful as you refresh client relationships, but there are also ways to make virtual meetings both fun and profitable.
Surprise and delight your client by adding a personal touch to a virtual meeting with a take out order that arrives 10 minutes before the meeting start time. Send over something tasty, be it afternoon tea complete with scones or gourmet pizza and Italian sodas. Deliver the same menu to yourself and your team. When the videoconference goes live, tah- dah! everyone will share a meal and a memorable experience, whether simple or elaborate.
Your services may also need to adapt to the new universe that your clients now inhabit, so do your best to customize your offerings. Furthermore, your usual payment payment schedule, if not the pricing itself, may need to be adjusted. While keeping an eye on one’s own revenue and cash-flow needs, do what is possible to encourage sales and make pricing attractive.
As your clients rebuild, they bring you with them. None of us will get through these trying times alone. Collaboration and cooperation are the way.
Thanks for reading,
Photograph: Kim Clark. Bank of America office on Washington Street in Boston, MA 02111.