In business, it’s wise to communicate, in a realistic way, what you and your team can do.
This way, you avoid burnout and set yourself up to over-deliver when the opportunity presents itself. It also makes sure your team doesn’t get carried away.
Here are 3 reasons why managing client expectations is such an important part of your team’s success.
You Give Yourself Wiggle Room
All projects should account for some setbacks and pivots due to budgetary and time constraints. This applies to the limits of your skill capabilities as a team as well.
“While it may seem counterintuitive to express your limitations, it’s far better than leading clients to believe that you’re a superhero capable of any-and-everything. When it comes to setting expectations, always under-promise and over-deliver.” – Melyssa Griffin
Make sure you are hitting targets in a satisfactory manner, but keep a few tricks in your back pocket. If you do this, both you and your client will come out on top!
You Avoid Arrogance
Managing expectations on projects is not just about keeping the client happy, it’s also about making sure you and your team don’t get deluded about what you can do.
“Arrogance skews self-perceptions to the extent that it cuts off your hope of reflecting on your success in a balanced and constructive manner. Without self-reflection, a person will likely overestimate their achievements and engage in risky behavior, compromising the company’s wellbeing.” – Shortpress.com
Overconfidence can ruin your ability to be objective about your team’s capabilities. But when you are self-aware about what you can deliver, everyone wins!
You Take Advantage Of The Anchoring Effect
Under-promising and over-delivering is touted so much in business because of something called the anchoring effect.
“The anchoring effect is a cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the “anchor”) when making decisions.” – Harvard.edu
This means no matter what the truth of the matter is, the client is bound to get attached to the first piece of information you feed them. So by setting expectations on the lower side of the target to start, you give yourself the opportunity to blow them away when you inevitably exceed projections.
The anchoring effect is important to remember because it also works in the opposite direction. Don’t set yourself up for failure and disappointment by making promises you can’t keep. Be humble and don’t lead clients on.
Remember, managing expectations isn’t about playing dumb or trying to get away with doing less work, it’s about being confident in your ability to deliver. If you begin a project already biting off more than you can chew, you’re bound to be less satisfied with the results.
So the next time you take on a big project, make sure to manage client expectations and let them know you’ve got it all under control!
If you have questions or would like more information, I’d be happy to help. Please send an email, and my team will get in touch with you!