We have one particular Customer that Roger has been working with for a long time; ever since this person was buried in the depths of a large organization. Since then, with hard work, leadership, insight, and people skills, he has elevated himself to various senior positions; now to the point now where many “not for profit” organizations come knocking on his door for him to join their Board of Directors or Steering Committees.
All along that journey, he has worked with Roger. He says, “You always make me look good....”
To us, that means 2 things. Firstly, he has the confidence that Roger will deliver something that reflects well on him. Secondly, he doesn’t place any restrictions on what Roger should do.
Normally, he and Roger will sit down and informally discuss the situation to be addressed. Roger gets a feeling for the audience that is being directed and a general idea of the budget.
That leaves the door open to Roger’s imagination and creativity. He tries to come up with 3 – 4 suggestions of what he thinks might be appropriate. Then the Customer picks the one that he feels is most appropriate.
Roger doesn’t tell anyone he does it; but I have seen him in these situations always try and add a little something extra to the chosen solution.
Deliver more than what you promised and you make your Customer look good.
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