Your client doesn't understand technical terms. How can you convince them of the need for design changes?
Convincing a client of necessary design changes can be tough when they don't grasp technical terms. Here's how to bridge that gap:
What strategies have worked for you in similar situations?
Your client doesn't understand technical terms. How can you convince them of the need for design changes?
Convincing a client of necessary design changes can be tough when they don't grasp technical terms. Here's how to bridge that gap:
What strategies have worked for you in similar situations?
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Erastus Esilesi
LEVEL (1) HEAVY CONSTRUCTION EQUIPMENT OPERATOR/ROAD CONSTRUCTION SUPERVISOR/TRAINER
Convincing clients of the need for design in a non-technical manner requires empathy, effective communication, and a focus on benefits. By simplifying your message, using relatable analogies, and building a compelling case for design, you can bridge the gap between technical jargon and client understanding. Remember that design is not just about aesthetics; it’s a strategic investment that can drive business success. By fostering collaboration and educating clients, you can create a positive and productive relationship that leads to outstanding design outcomes. Ultimately, the goal is to ensure that clients not only understand the importance of design but also embrace it as an integral part of their business strategy.
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Based on my experience in various onshore and offshore projects, by linking change indicators to the client's project goals such as time, cost, and quality, the client can be encouraged to go along with the design change.
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Having a early agreement to how change will be implemented and what drives change. Use the design basis to explain changes and keep it simple and to the point. In kickoff meetings for projects setting expectations of what causes a change will benefit all of the stakeholders.
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I try to understand the problem first. If you can understand what the client is trying to do, you can make a recommendation without getting too technical. It takes time to build trust, but if clients trust you, they know you will provide a solution that meets their needs.
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Get the concept of what is required upfront, Once you have an output inplace put it into a walk through 3d model. If they can physically see what is being proposed it makes acceptance a lot easier to achieve together
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Explain the changes in simple, relatable terms, focusing on the benefits to their goals, like improved user experience or increased efficiency. Use visuals or examples to make it clearer.
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Any organisation is always interested in returns on their investment. If I am in a team which is proposing any design changes that will be based on some analysis of present design. Our team will try to talk to clients about the benefits of new design benefits in economical terms. Like if new designs have less shutdown/breakdown of machinery/software that will obviously increase productivity. This approach actually works with people of sound technical knowledge also.
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Have the Clint buy in & gain trust in the team, design, changers & completed what you say you will do on time without deviation for what has been agreed
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Use simple Relatable language Focus on the benefits Visualize the impact Address pain points Simplify complex concepts Show the long term value
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Based on my experience in various projects, first of all keep it in your mind that clients don’t want to change any aspect either technically or aesthetically ,but one should study the project location,situation, site conditions , stability of nearby existing structures & utility services. If the technical provided details are not suitable to execute the project as per site situation & HSE concerned issue, I might convince the client to change the better technical recommendation design in order to achieve more stability , safety & same time by linking change indicators to the client's project goals such as time, cost, and quality, the client can be encouraged to go along with the design change. Timely suggestions are more important.
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