3 Reasons Why It’s Important To Manage Client Expectations

Sep 12, 2019 | 0 comments

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.

  1. 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!

  1. 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!

  1. 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!


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Written By Cameron Herold

Written By Cameron Herold

Cameron Herold is known around the world as THE CEO WHISPERER. He is the mastermind behind hundreds of company's exponential growth. Cameron's built a dynamic consultancy: his current clients include a "Big 4" wireless carrier and a monarchy. What do his clients say they like most about him? He isn't a theory guy they like that Cameron speaks only from experience. He earned his reputation as the CEO Whisperer by guiding his clients to double their profit and double their revenue in just three years or less. Cameron is a top-rated international speaker and has been paid to speak in 26 countries. He is also the top-rated lecturer at EO/MIT's Entrepreneurial Masters Program and a powerful and effective speaker at Chief Executive Officer and Chief Operating Officer leadership events around the world.

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