Why the build-up to Christmas is the perfect time to deepen your client relationships.

As we head into December, it’s tempting to think that the Christmas season is about slowing down. I’d argue however, that as meetings, deadlines and everyday pressures start to lighten, we’re offered a rare chance to nurture our client relationships, deepen our connections, and set ourselves up for a flying start in January.

Far from a month of winding down, December can be a time of meaningful engagement that drives a competitive edge well into the new year.

Why December is perfect for client engagement.

Heading into December with the right mindset, can make a world of difference in the new year. This is when people are more receptive, often with as much as 20% or even 50% more availability in their calendars than usual. For anyone focused on relationship-building, this is the moment to secure those valuable catchups and strategy conversations.

December is also a natural time for reflection and future planning, which makes it the perfect opportunity to help clients focus on what’s coming up. As they review the year’s challenges and wins, set personal and professional resolutions, and perhaps put next year’s budgets to bed, it’s a chance for you to listen with genuine interest to their ambitions and offer support, without the usual pressures or a hard sell.

Booking those one-to-ones that have felt elusive during the year can uncover opportunities to offer meaningful support. Your goal here is to deepen your relationship by understanding their vision and what might stand in the way.

Above all, it’s a positive time of year. There’s a feel-good factor in the air, and it’s easier to have those honest conversations, ask for feedback, or get some face-to-face time that sets up both sides for success.

The humble approach to relationship-building

Christmas is all about connection, giving thanks and exchanging gifts. Feedback, in this context, is the best gift you could ask for. A simple “how can we do better?” can strengthen ties immeasurably, making January’s start much more productive.

As a business, we value listening (two ears, one mouth). A client willing to give an honest, 360° review is a client who is engaged and invested in a mutually beneficial relationship.

When it comes to connecting, it’s not all about hearing our clients’ perspectives; it’s also a time for personal reflection. Share some of your experiences from the year, the successes, the lessons learned, and the challenges faced. This openness invites your clients to share their strengths and weaknesses, hopes, and fears too, letting them know you’re walking alongside them, not observing from a distance.

Recruitment has come a long way from the days of purely transactional relationships. Today we operate as an extension of our client’s business. We have team members who have been here for 15 years, bringing extensive experience in addressing people challenges, far beyond just filling a role. Just as customers consult accountants with financial matters, or lawyers for legal concerns, we’re here to advise on people issues in ways we haven’t traditionally been seen to do.

So how do you make these days count?

Far from a flurry of grand gestures, think of December as an advent calendar of small, consistent actions that leave an impression and convey that you understand and value your clients.

Appreciation

An often-overlooked aspect of relationship-building is the simple act of appreciation. The days of extravagant corporate gifts may largely be behind us, but a heartfelt thank-you or a thoughtful token, even a packet of your client’s favourite biscuits, can resonate far more than a corporate gift.

A handwritten Christmas card, a thoughtful note, or a small gesture that acknowledges their specific efforts or collaboration can go a long way.

In my view, authenticity stands out, and this time of year is ideal to show it.

Positivity

From a market perspective, we’re seeing a shift toward stability and positivity. The world markets have faced its fair share of uncertainty recently, with economic fluctuations, geopolitical concerns, and market changes. But as inflation stabilises and interest rates begin to ease, there’s a renewed sense of optimism worth sharing with clients. December provides a platform to spread positive news. Sharing this optimism can set a hopeful tone and help both you and your clients feel aligned for the future.

Time

Use this time to set goals for the new year. Put kick-off meetings in the diary, set agendas. Dedicate time now, to ensure dedicated time later.

By investing in these small but impactful gestures, you’re not just preparing for January—you’re building relationships that will support and sustain you and your clients throughout the coming year.

Here’s to making December a month of gratitude, growth, and preparation for a prosperous January.