Your client's priorities have changed overnight. How do you adapt your approach to meet their new needs?

Listen to understand not respond. Once there is a clear understanding take time to understand what is the priority to support then change. Clients are under as much pressure as you to meet the new expectations. True partners can move through and adapt together.

1. Listen to Understand o Ask the right questions: o Identify new stakeholders: 2. Analyze Impact-Do you need a new Project Charter o Understand communication changes: o Assess outcomes: o Does the Governance change? 3. Flexibility-Feedback o Adapt strategies o Confirm alignment 4. Communicate Clearly o Transparent communication: o Consistent updates Execute Efficiently o Implement changes: . Evaluate Progress o Measure success: o Continuous feedback:

Active listening is more than just hearing what a client says. It involves a deep engagement with their concerns and aspirations, as well as the reasons behind their new priorities. By actively listening, professionals can better understand the context of the client's needs, which are often influenced by a range of internal and external factors. This understanding allows for a more tailored and effective response, showing the client that their perspective is valued and taken seriously

To effectively navigate priority/scope changes with clients, you need foresight and operational agility. 1. Leverage Foresight ? Foresight: The ability to anticipate future needs or changes. ? Action: Cultivate this skill to anticipate potential shifts and address them proactively. ? Impact: Engage in intelligent, collaborative discussions to strengthen your relationship with the client and show a deep understanding of their business. 2. Practice Operational Agility ? Operational Agility: The capacity to adapt and execute changes efficiently. ? Action: Once priorities and scope are agreed upon, maintain flexibility to meet evolving client demands. ? Impact: Continuously communicate and collaborate to manage expectations and deliver success.

Adapting to new client priorities involves assessing their impact on ongoing projects, resources, and deliverables. Start by understanding the changes and how they affect current projects, prioritizing adjustments accordingly. Review and adjust resource allocation as needed, and manage key implications like altered timelines. Update plans and strategies to align with new priorities, ensuring clear communication and collaboration. This approach minimizes disruptions and integrates new objectives smoothly, maintaining project momentum and enhancing client satisfaction.

Il est primordial d’adopter une écoute active du client et de poser des questions pour comprendre l’origine et la raison du changement, les nouveaux objectifs et également l’impact. Il ne s’agit pas seulement de comprendre les conséquences pour notre organisation mais également l’impact sur l’organisation du client. Idéalement il faudrait le quantifier : quels sont les kpis clés, leur valeur actuelle, quel est l’objectif à atteindre après le changement. Cela permettra de qualifier cet objectif stratégique en kpis précis et de les appliquer à notre organisation, de manière à ce que nos objectifs reflètent ceux du client. Il faut faire preuve de résilience et d’agilité pour être un ??trusted partner??.

In account management, adapting to a client's shifting priorities involves swift analysis and realignment. First, assess the impact on project timelines, budgets, and resource allocation. Communicate transparently with the client to understand their new needs fully. For instance, if a client in IT sales now prioritizes cybersecurity over CRM solutions, evaluate current project stages and potential disruptions. Collaborate with your team to reallocate resources, update timelines, and adjust budgets accordingly. Present a revised action plan to the client, ensuring it aligns with their new priorities while minimizing delays and maintaining trust. This proactive approach demonstrates flexibility and commitment to their evolving needs.

Una vez entendiendo cuales son estas nuevas prioridades del cliente, podemos en colaboración con otras áreas de la organización, analizar los posibles impactos. Evitar en la medida de los posible una disrupción comercial que a?ada una complejidad más al negocio. Realizar de manera ágil estos análisis nos permitirá encontrar soluciones que permitan la continuidad del negocio.

2. *Analyze Impact*: - Assess how the changes affect the project's scope, timeline, budget, and resources. - Evaluate the potential risks and opportunities arising from the changes. - Consider the impact on your team, stakeholders, and the client's business. - Identify areas that require adjustments or adaptations.

Adapting to a client's new needs requires a strategic pivot, which means reassessing and adjusting your tactics and resources. This involves modifying timelines, reallocating resources, or shifting focus areas to align with the client's updated priorities. The goal is to maintain long-term objectives while revising the plan to ensure continued success.

Firstly, I swiftly assess the specific changes and their implications on our current strategies and deliverables. Next, I prioritize direct communication with the client to understand the underlying reasons for the shift and their new objectives in depth. Based on this understanding, I formulate a revised strategy that aligns closely with their updated priorities. This involves reallocating resources, adjusting timelines if necessary, and proposing innovative solutions to meet their needs effectively. I collaborate closely with internal teams to ensure seamless execution of the revised strategy, maintaining high standards of quality and efficiency. Throughout the process, I provide regular updates to the client, seeking feedback.

Collaborate with your team to develop a revised plan that addresses the client’s new needs. This plan should outline clear, actionable steps and a timeline for implementation.??

When a client’s priorities shift abruptly, adaptability is key. I quickly reassess our strategy, adjusting timelines and reallocating resources to align with their new focus. This agile approach ensures we stay on track toward their revised goals, maintaining momentum and delivering value. My aim is to craft a tailored plan that not only meets their updated needs but also drives toward long-term success, balancing flexibility with a commitment to achieving their desired outcomes.

Reavalia??o de Táticas: Analisar e ajustar as estratégias para se alinhar com as novas prioridades do cliente. Realoca??o de Recursos: Redistribuir recursos para áreas que necessitem de maior aten??o. Ajuste de Prazos: Modificar cronogramas para acomodar mudan?as de foco. Manuten??o de Objetivos de Longo Prazo: Adaptar-se às necessidades imediatas sem perder de vista os objetivos futuros.

4. *Communicate Clearly*: - Explain the changes, their impact, and your adapted approach to the client. - Ensure transparency and clarity in your communication. - Address any concerns or questions the client may have. - Confirm understanding and agreement on the revised approach.

Clear communication is essential during times of change. Keep your client updated on how you're addressing their new priorities by sharing regular progress reports, detailing any challenges encountered, and outlining your strategies for overcoming them. This transparency builds trust and reinforces the collaborative aspect of your relationship, ensuring that both parties remain aligned and focused on achieving shared goals.

I've been taught to be very transparent and honest with my clients. If the change is unreasonable, factually inform the client. If it isn't but it is costly, let the client know and determine if it affects your margins, then communicate that to the client as well. Scope changes are welcome but only if the change control process is followed. This also allows all stakeholders to be informed/communicated to effectively.

Keep the client informed about how you’re adjusting your approach to meet their new priorities. Transparency builds trust and reassures the client that their needs are your top priority.??

I find that multi-level communication is great to reinforce your communication -messaging -in person -follow up phone call -confirmation of detail via email This way you build a solid level of communication and your clients know that they can use whichever way they feel comfortable with to contact you.

Set a goal meeting to understand where they're at and where they'd like to go and work with them to align your help with their goals to get them there!

Efficiency in execution demonstrates professionalism and reliability. It reassures the client that their new priorities are being handled competently and that you are capable of delivering results even under changing circumstances.

Após definir a nova estratégia, a execu??o é fundamental. Implemente as mudan?as com agilidade para demonstrar seu compromisso com o cliente. Repriorize tarefas, busque novos conhecimentos e fortale?a a colabora??o na equipe. A execu??o eficaz n?o só demonstra sua capacidade de planejar, mas também de entregar resultados. Ao executar a nova estratégia de forma eficiente, você garante que as necessidades do cliente sejam atendidas e que sua parceria seja ainda mais sólida.

When your client’s priorities shift, pivoting quickly is crucial, but execution is where success happens. Adjusting your strategy is the first step, but the real impact comes from turning that strategy into action. Think of Lebron James pivoting on the court—the direction change is important, but it’s the follow-through that determines the play's success. Similarly, after pivoting, effective execution—whether it’s re-prioritizing tasks, bringing in new expertise, or boosting teamwork—shows your client you’re not just responsive but also capable of delivering real results.

I recommend setting up a weekly or bi-weekly meeting to review progress and address any challenges. While detailed emails are useful, in-person or virtual meetings often facilitate faster decision-making and coordination. Add value to these meetings with progress reports.

Ongoing evaluation is a critical component of adaptive management. It shows the client that you are committed to their success and willing to make necessary changes to achieve the desired outcomes.

MDT approach. All factors should be taken into account. Clinical requirements, AHP, IPC Decon, estates. No voice can out way the group.

Finally, set up regular check-ins and review sessions to evaluate the progress against the new objectives to ensure that we are on track to deliver the desired outcomes.

There's a saying in military circles; "No plan survives contact with the enemy." Mike Tyson paraphrased it as; "Everyone has a plan until they get punched in the mouth." It's the same thing. Since the industry I am in is commercial aviation (and our single biggest customer is the US military and our NATO allies) the "enemy" tends to be mechanical failures, weather, crew timeouts, nationwide computer outages, supply chain problems, ever shifting global conflicts, etc. For us it is essential to anticipate and have a backup plan for those changes and evolving priority trees. This can apply to any industry though. You might be your customer's savior when you anticipate something before they even did. Forethought, anticipation and agility.

First, let them know that this is a process in which substances combine chemically with oxygen from the air and typically give out bright light, heat, and smoke; combustion or burning. Secondly, acknowledge that they are beersome. And lastly, tell them why you find this funny...

1. Try to obtain as much insight/information as possible through direct and indirect means. 2. Conduct what-if and scenario planning to get a wider appreciation of the change. 3. Recalibrate or redesign your value proposition(s) and north star to map onto this change and its near-term implications. 4. Convege these into the most effective outline to deliver value in face of this change. 5. Validate it with the client and make necessary adjustments. 6. Reassure your partnership by consistent and meaningful communication

By understanding the new priorities, assessing current plans, developing a new strategy, communicating transparently, reallocating resources, implementing quickly, monitoring progress, seeking feedback, and staying proactive, you can effectively adapt your approach to meet your client’s changing needs.??

Discovery or capture are ongoing processes. Sometimes clients will tell you about a change of priorities, sometimes they do not. It pays to re-confirm priorities at a strategic and detailed level throughout the acquisition and account management process. When one priority has changed I recommend to investigate the impact as well as re-confirming other needs and wants. A significant chance is likely to jeopardise the deal as is. You may have to start from scratch again….