Client Language

I still remember when I started working in the IT (Information Technology) industry as a Mainframe developer , the prime focus was on learning the programming language to equip ourselves with the client’s technology  which latter evolved in understanding the IT frameworks and so on...But no one actually focuses on “Client Language!!”

With over 10+ years experience in IT industry, I walked along various roles in IT and realised there was always something missing to bridge the "IT" gap between Client and Vendor and sooner this thought nailed in:-

“Get closer than ever to your customers. So close that you tell them what they need well before they realise it themselves.”  ~ Steve Jobs

And that is only possible when the focus is on the “Client language”.

What is “Client Language”?
       It’s  all about understanding the Client’s “Business”. The way they interact , discuss their product and the way they think, Many businesses struggle to hire strategic partners because they don't feel they understand their business.  The only way for an IT service provider to reach that level is actual to understand the business of their Client in their language i.e. “Client Language”.

How do I learn “Client Language”?
    Well, At certain times it can be more specific to a client but there few general tips which I always try at work.

• Champion thoughtfulness in everything you do,  rather than focusing on jumping from project to project. For me, scaling doesn’t mean doing more but it means being better.
• Most of the time focus on the path of growing well, not fast.
• By making sure we’re not just developing “what we think is best” but we should also make sure that everything created supports what’s relevant and proven.
• Most importantly take the time to genuinely collaborate with the client.

Yes, above all we need to "genuinely collaborate with the client" because collaboration results in interaction and  it is really important to interact as You can’t learn a new language if you don’t use it.

If you study any language . If you don't use it often, You can probably conjugate vowels, but can’t speak a word of that language  because  you didn’t use it. Same rule goes for the "Client Language". 

I started to focus more on my client interaction and by listening to them helped me in understanding their business. And sooner I got acquainted with their Business Language i.e "Client Language".  At the later stage, this even helped me adapting their business to my IT service.

Tip :- As you interact with your client, take note of the words, phrases, examples, metaphors, and stories they share. This is their language. Adapt it into your own and experience the result yourself

In Nutshell, Learning the language of your clients, getting to know their culture, and being an “extension of their team” [rather than being treated as another Vendor or IT service provider] is where more focus should be put rather than focusing on just delivering more and more.