Clients as Partners

Creating genuine, mutually beneficial partnerships with our clients

At extrinsica, we seek to initiate genuine mutually beneficial relationships with our clients. We do not view winning contracts as a sterile, often cynical transaction process between demand and supply sides. We want to become truly engaged with our clients so that we can understand even the more subtle aspects of their business change problems. By doing this, we form an alliance, assuming a joint ownership of both the problems to be solved and the work required to achieve success - a true partnership.

The partnership process

One of our first priorities is to spend time with our clients to build a trusting relationship built on mutual respect. We want to reassure our clients that we want to work as a team with them to gain a full understanding of their requirement. The next stage is critical; we then form a joint team that will take ownership of the business change programme. By doing this, we demonstrate explicitly that all decisions will be made in the interests of the client in conjunction with the client. The other benefit of this approach is that it ensures joint ownership of the challenge to be faced. This is also critically important, as it avoids the confrontational relationship that often characterises formal supplier/customer arrangements where each side blames the other and progress is stifled.

By creating a true partnership, both sides recognise that the any complex business change is inherently risky and will therefore be difficult, involve setbacks and difficult choices. These negative aspects have to be dealt with innovatively but, critically, collaboratively if they are to be overcome and the goal achieved. Our approach does this.