When you have clients like this, it’s important that they understand who you are and what you do. When you can demonstrate your worth to them, they’ll respect you and your company more and work with you more effectively. Here’s how to show your clients what you’re doing and how you do it.
Explain the job to them.
Business analyst is a term most people think they know, but they usually don’t realize the scope of the job. Don’t allow your clients to stay in the dark; tell them who you are and what you do. Encourage them to ask questions so they understand your job and process flow. This way, they will understand where you’re coming from when you need to change course during the project or present them with bad news.
Invite them to spend a few hours with you.
If they can watch you work, they’re more likely to understand what you’re doing and appreciate it. Again, keep it as simple as you can for as long as you can so they understand your workflow and how you do your job.
Often, clients simply need to know what you’re doing and where you stand on the project. Many BAs don’t communicate as they should, so don’t fall into that trap. Talk to at least one major stakeholder weekly, and be sure to give them the results in language they know and understand.
It’s too easy for us to go into “BA Speak” and confuse or lose the people we’re trying to talk with. Use language they can relate to, and if you have to use simple examples to get the point across, do it.
Show them the results you’ve already given them.
Speaking of communication, have you let them know the number of successes and wins you’ve already helped them get? If not, do it now. Don’t worry about tooting your own horn. If you played an important role in a project, tell them about it. Explain your role and why this project turned out so well with you at the helm.
Let them know what would happen if you weren’t the BA.
Clients can take their BAs for granted and not give much thought to what might happen if they weren’t there. Once in a while, a client may decide the company doesn’t need you or your team, but they’re looking at the short-term picture. Show them what it would be like with another BA team or without you, and you can be sure they’ll understand your worth.
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