Our meeting went quickly and smoothly and the end result was that the client was happy with the service provided and I was able to obtain some more work from him.

As I was driving back home I couldn't help but reflect how pleasurable it was to deal with this client when only a few years ago, things could have been quite different.

You see, a few years ago, he and I had a big difference of opinion regarding a service I was providing. He was not satisfied about some aspects of my service and no matter how hard I tried to explain to him everything I was doing and how happy my other clients were with the same service, he refused to accept my explanations.

We ended our discussion agreeing that it may be best to part ways.

That night I was still angry at how I had been treated.

I mean, I was giving my all for him and this so and so couldn't even see that??!!

Anyway, I eventually calmed down, content in the knowledge that I wouldn't have to deal with him again and went to sleep.

At some stage during the early hours of the morning I woke-up with a nagging thought (no, I hadn't left the TV on or forgotten to wash my under things!).

I thought back to the conversation I had had with this client and suddenly realized why he didn't understand or accept my position.

Whilst I had been so intent on defending my position and explaining the benefit I was providing to him, I had neglected to consider the benefit he was providing me by being one of the first clients!

So I challenged myself.

?Craig, sure you've provided a discount to him for being one of your first clients but is that sufficient? Hasn't he been a great client for you when you were first starting out? Does he deserve more? Yes? And you haven't given more to him? No? IDIOT!!?

I can tell you I wasn't relishing the thought of going back to the client, tail between leg and saying I agreed with everything he had said, but this is what I did.

I apologized to him, said I should have been more open to what he said, advised I had thought about it and I agreed with everything the said.

I also told him that due to my own closed-mindedness in the subject, if he was willing to remain a client of mine I felt it was only fair that I recognize the contribution he had played at the beginning of my business by providing a further 10% discount and providing the current service, free of charge.

You know what he said?

?Craig, I'm happy with you only giving me an extra 5% discount and I don't want you to provide services to me free of charge. I just wanted you to acknowledge my issues and show that you given them due consideration.?

Well, I was stunned at being let off so lightly, however, it had taught me a valuable lesson.

Always put yourself in the client's position and think of things from their perspective.

They may not always be right but most people want and indeed, need, to feel they are being treated courteously and with respect.

This particular client has since referred two very important clients to me and I am happy to say that now that I am older, wiser and uglier, I think of this lesson everyday in dealing with my clients and customers.