Author: David Haynes

In today's consulting world, a lot of talk is made about setting expectations. "We have to meet and exceed the expectations of our clients." This phrase is discussed with the same certainty as looking out the window and seeing if it is raining or not. My experience with expectations is that it is far more difficult; closer to deciding if it will rain during my vacation this summer.

"Expectation - a strong belief that something will happen or be the case in the future."

Expectations require discussion, analysis, synthesis, and some push back to the client to properly "set the expectation." It is important to realize that one of the reasons the client uses consulting services is that they have a need (however undefined the need has been stated). Defining and clarifying that business 'need' is the key to setting expectations. The business need is what is the driving force for customers to reach out and look for consulting.


Some Strategies:


Now comes the harder part, meeting and exceeding expectations. I learned from Bob Palioca that by setting realistic expectations, exceeding expectations is an achievable and sustainable goal. His point is that if I promise 110% if what is achievable and I reach 99.9% of that goal, then my customer will be upset. However, if I promise 98% and deliver that same 99.9%, my customer will be delighted. (I met and exceeded the customer's expectations.)

"Anger always comes from frustrated expectations." -Elliot Larson

Like the last good dinner at a restaurant you had, what the clients desire is a predictable outcome at an agreed upon price.

This post was originally published on David’s blog Connecting the [Data]…

       David Haynes
David Haynes, NCARB, PMP, LEED AP
Ideate Director of Consulting

David is a Registered Architect, Project Management Certified Professional, who previously had his own architectural practice and was President of a commercial design–build construction company for 15 years. A graduate of University of Arizona, he has worked as an Architect, contractor, developer and as a national construction manager for a national retailer. David currently provides business process analysis, data integration, and change management solutions for AEC clients across the United States involved in the design and construction industry. Follow David on Twitter.