Dealing With a Visionary Client by Making a Dream Happen
A guide for delivering smoothly against the highest expectations
You just got a client who was relatively easy to find. Actually, he found you, as a highly reputable implementer. Also he’s OK with paying a premium to start working with you right now. The client is ready to give you all the power to define both strategy and implementation. It’s like a dream come true. What your gut tells you, however, is that something bad will happen.
Your client has a lot of ideas from Day 1. In fact, he has a big dream. You have a clue how it may come true, but there are too many unknowns at this point. You are brave, skilled and have a proven methodology. It’s been done before, so it’s just another job to be done. You’re onboarding quickly, finding out as much as possible about what is expected, and building a logical and efficient path to deliver on these expectations.
After the first three months, you make your first delivery. Then the second delivery in six months. What you know for sure at this point is that your client is never happy with the job, despite your best efforts. You’re getting into analyses: Maybe I missed something critical? Were there different priorities? What if I didn’t understand a market ecology well?
After all these reflections, you come to a conclusion: Tangible results you produce are always compared to a dream. The dream is always better, it evolves constantly, it’s pure perfection. The dream doesn’t have constraints, while you do. In fact, you have a lot of them. Moreover, you never have enough time, because the impossible should be delivered as fast as possible.
This can be a great opportunity. What you need is to know the rules of this game. Knowing and adjusting to them make lose/lose become win/win. Here is some advice.
Build a prototype, MVP or proof-of-concept
It is crucial to test the idea early. If it doesn’t go easily, the resistance will be based on the notion that the basic product doesn’t include the complete idea; therefore, the test can’t be viable. Know the whole idea is the dream one can chase but not achieve.
Findings from this early test will be priceless, as they will lay the groundwork for evolution of the dream. Early in the process, you will divert the dream to a direction that has many more chances to be achieved.
Strong project management skills mean a lot here
Define scope in detail. List risks and strategies, as well as how to deal with them. Develop a long-term plan split into projects. Manage knowledge carefully by listing ideas and putting decisions on paper, as well as the rationale behind the most important of them.
Communicate often
Narrowly defined scope won’t save you on its own. It’s a journey; anything may happen. By communicating often, you will align steps taken now to the overall vision and be able to adjust on the go.
Agree and deliver in projects
Don’t go too far before delivering something tangible. Be sure none of what you deliver satisfies the customer right away. The trick is that your current delivery will be the basis for the dream in the future and will be a non-discussable advancement after several increments. In order for this technique to work, each project should deliver actual value and be actually used by the target auditory.
Concentrate on the positive
After all is done, you have a well-paying client who cares. Your work is necessary for him. Emotional concentration should be on long-term achievements, not on short-term rumblings. It won’t be the most pleasant experience, but you will learn and try a lot, and as a result, you’ll become a better professional.
Working with visionaries is both a great opportunity and a perfect chance for disaster. Having the right strategy, using relevant techniques, and having a positive frame of mind and a willingness to achieve the impossible could make you both win against the odds.
About the author: Alex Gostev helps companies ideate, create and launch software products, despite uncertainty and volatile markets. Additionally, he trains companies and individuals how to implement Scrum/Agile/Lean Startup to deliver fast and discover the value continuously. Contact alex@thegostev.com for project inquiries, visit his blog, or connect via LinkedIn.
