Here's how you can strengthen client relationships as an executive Sales Engineer.

The first step in building any meaningful client relationship is to deeply understand the client’s specific needs. This requires more than just listening to what they say, they may not always articulate their pain points clearly. I make it a habit to ask targeted questions to uncover underlying challenges they may not be aware of yet. For example, I once worked with a mobile game studio that was having difficulty scaling their player base. After a few discussions, it became clear that they needed more advanced user segmentation tools to cater to different player groups. This insight helped us provide a solution that was both timely and highly relevant to their goals.

One thing I’ve learned is that clients will stay loyal to you if they consistently feel they are getting value beyond the product itself. One approach I take is regularly sharing insights from industry reports or emerging trends that may impact their business. For instance, while working with a mobile game service provider, I shared insights on how Apple’s privacy changes (IDFA) were affecting user acquisition strategies. This helped them adapt their approach to user acquisition, which in turn reinforced the value I brought to the table as more than just a solutions provider.

Clear, transparent communication is critical to avoiding misunderstandings and ensuring smooth execution. I always make it a point to be upfront about both the strengths and potential limitations of the solutions I offer. For example, while negotiating a deal for a mobile analytics tool with a game developer, I ensured that they knew the tool would excel in data visualization but had a learning curve for their team. This type of honesty built trust and allowed us to work together on training sessions to get their team up to speed.

Consistent follow-up is where a lot of relationships can fall short. I ensure I check in with clients periodically, even when there’s no immediate project at hand. It’s about staying top-of-mind and showing continued commitment. I once followed up with a mobile game studio six months after an initial engagement, just to see how their user acquisition efforts were going. That check-in led to a new opportunity when they decided to scale globally and needed additional tools for localization.

In my experience, clients appreciate when you take the time to educate them, especially in complex industries like gaming and mobile apps. For instance, I once held a workshop for a game studio on how to maximize in-game purchases using data analytics. This not only helped them get the most out of the tools I provided but also positioned me as someone genuinely invested in their success.

In the end, the goal is to transition from a vendor-client relationship to a true partnership. This means being invested in their long-term success, not just your immediate deal. I’ve found that collaborating on joint projects or aligning on strategic goals strengthens that partnership. For example, I once worked with a studio on a multi-phase rollout of new features for their game. We collaborated closely on planning, timelines, and user feedback to ensure the product met evolving market needs. This built a sense of partnership rather than a one-off transaction.