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Consulting project with bad results? What to do?

by spietreser
5 replies
Most of the times as a consultant I get great results for my clients.

This time, I did not. It's a first time client for a project type that I have not done before, but I tool the project anyway because I thought: hey, there is always a first time! Plus because I did know what works for others, although I have not done it before myself.

Thing is, after this marketing consulting project, I can only conclude that I did not deliver enough ROI. After a few thousand dollars spent by client on ads and our fees, they did not get any conversion yet for their high ticket item. Probably 75% my fault and 25% theirs.

Because most of the work was now in setting up systems, I did not spend enough time on CRO. If they renew their contract for the next project, I can spend more time on CRO and testing to deliver more results. I am confident that I can deliver results next time.

Problem is, they are not happy with the current results and ROI.

My question is:
Now that I need to give my final report to the client, what would you do in order to keep them happy and renew their contract?
#bad #consulting #project #results
  • Profile picture of the author WeavingThoughts
    Offer to put your money at stake for some share in the return.
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  • Profile picture of the author spietreser
    Thanks, WeavingThoughts. That's what I was considering too. They pay zero dollars if I don't get them any sales and then spread out my fee in the first few sales.
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  • Profile picture of the author stanton
    You could do what the big consulting firms do: blame the client, and keep blaming the client and then negotiate a discount of an overpriced quote for the next stage!

    I have worked in loads of much worse situations and kept their business, how about one where some techs screwed up a bar fridge sized raid array, no-one could restore the backups and we were two weeks away from grounding a national airline?

    Unless you want to burn the client, you are better off just taking it on the chin as you didn't really deliver and you are going to generate a lot of goodwill if you cut your client a good deal to make it right.

    Generally people are a lot more lenient if you admit fault and fix the problem. If you also cover your client's ass by not pointing out in the report that the fault is also with them, then they will be even happier.
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  • Profile picture of the author sethczerepak
    Originally Posted by spietreser View Post

    Most of the times as a consultant I get great results for my clients.

    This time, I did not. It's a first time client for a project type that I have not done before, but I tool the project anyway because I thought: hey, there is always a first time! Plus because I did know what works for others, although I have not done it before myself.

    Thing is, after this marketing consulting project, I can only conclude that I did not deliver enough ROI. After a few thousand dollars spent by client on ads and our fees, they did not get any conversion yet for their high ticket item. Probably 75% my fault and 25% theirs.

    Because most of the work was now in setting up systems, I did not spend enough time on CRO. If they renew their contract for the next project, I can spend more time on CRO and testing to deliver more results. I am confident that I can deliver results next time.

    Problem is, they are not happy with the current results and ROI.

    My question is:
    Now that I need to give my final report to the client, what would you do in order to keep them happy and renew their contract?
    Going out on a limb here, but is the client focused on the right results? Sometimes, for me at least, the first few months are more about building a "Marketing Infrastructure" than generating quick ROI. That way, they have something to product profits for years after you've ended your time with them.

    Sometimes, business owners get so damn focused on conversions in the beginning they forget that lasting results starts with building a system that creates equity. Of course, in time the profits need to come in time...otherwise, your'e no difference than the other clowns out there peddling theories.

    But one thing I explain to all my clients, before they sign the first check, is that we're building something. Maybe you need to get them to focus on the long haul.

    What have you built during the first go around that will be useful in making the next contract period more successful?
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  • Profile picture of the author serpyre
    Well you just had the mass market hit by all the updates and change in social environment, they have been in play for 3yrs but only now showing up. It all moved from bottom-up to top-down - seo and marketing are not working the way they used to - won't get in to the why as too time consuming.

    The simple advice, don't give any reasons and let them decide what they want - with you on a breakeven - forget about the profit and don't let it become a loss. After that you can react - if you try and prevent there is a chance you will be taken out. If you have as you have said had success in the past and this one not then understand that there are times when tectonic shifts happen which not many can do anything about - many have just entered one such event!
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