How can you manage client expectations when working with intellectual property?

Working with intellectual property (IP) can be a challenging and rewarding aspect of consulting. IP refers to any original creation of the mind, such as inventions, designs, artworks, or software, that can be legally protected by patents, copyrights, trademarks, or trade secrets. As a consultant, you may be hired to help clients develop, protect, or leverage their IP assets, or to provide expert advice on IP-related issues. However, working with IP also involves managing client expectations, as IP projects can be complex, uncertain, and sensitive. Here are some tips on how to do that effectively.

1 Understand the scope

The first step to managing client expectations is to understand the scope of the IP project. What are the client's goals, needs, and constraints? What are the deliverables, timelines, and budgets? What are the roles and responsibilities of each party? Clarify these details upfront and document them in a written agreement. Avoid making vague or unrealistic promises that may lead to disappointment or conflict later. Communicate any changes or issues that may affect the scope as soon as possible and seek mutual agreement.

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Jordan Nelson

Founder @ Simple Salesforce • Automating Salesforce to make your business more money
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Here's 5 steps to always stay in the clear: 1. Talk Simply: I always start by explaining intellectual property rights in everyday language, avoiding legal jargon. It sets a clear foundation 2. Define Limits: I make it a point to outline what can and can’t be done legally. This prevents misunderstandings later on. 3. Keep Them in the Loop: Regular updates, even small ones, reassure the client that things are moving forward and no surprises are waiting. 4. Educate: I take time to help clients understand the IP process. It’s like teaching someone a game – they enjoy it more when they know the rules. 5. Honesty is Key: I'm upfront about challenges. It builds trust and helps clients have realistic expectations.

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Tom Vazdar

AI & Cybersecurity Strategist | CEO @ Riskoria | Empowering AI-Driven Business Transformations | MindStudio AI Partner | Certified AI & Cybersecurity Expert | Keynote Speaker
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One thing I've found helpful in managing client expectations, especially in intellectual property projects, is to establish transparent and ongoing communication channels. This approach ensures that any changes or challenges are addressed promptly and collaboratively, fostering trust and understanding between both parties.

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2 Educate the client

The second step to managing client expectations is to educate the client about the IP process and its implications. Depending on the type and stage of the IP project, there may be different legal, technical, or market factors that influence the outcome. For example, obtaining a patent can take years and cost thousands of dollars, and it does not guarantee that the invention is commercially viable or free from infringement. Explain these factors to the client in simple and clear terms, and provide examples or evidence to support your claims. Avoid using jargon or assumptions that may confuse or mislead the client.

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Llewellyn Ouya
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Educating the client involves transparent communication about the project's complexities, potential challenges, and the role of intellectual property. Break down complex concepts, like ownership and usage rights in a language the client can understand. Provide examples and scenarios to illustrate how these concepts apply to your specific project. Create an open dialogue where clients feel comfortable asking questions and expressing concerns. This approach helps build trust and ensure that clients have realistic expectations regarding the management of intellectual property.

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3 Set boundaries

The third step to managing client expectations is to set boundaries for the IP project. This means defining and respecting the limits of your expertise, authority, and responsibility. For example, you may not be qualified or authorized to give legal advice, file IP applications, or negotiate IP deals on behalf of the client. You may also have ethical or contractual obligations to protect the confidentiality, integrity, and ownership of the IP assets. Communicate these boundaries to the client and explain the reasons behind them. Refer the client to other professionals or resources if needed.

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4 Deliver value

The fourth step to managing client expectations is to deliver value for the IP project. This means providing high-quality work that meets or exceeds the client's expectations and adds value to their IP assets. For example, you may help the client identify, evaluate, or improve their IP opportunities, or solve their IP problems or challenges. You may also provide insights, recommendations, or feedback that help the client achieve their IP goals or overcome their IP barriers. Demonstrate your value by showing your work process, results, and impact.

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5 Solicit feedback

The fifth step to managing client expectations is to solicit feedback for the IP project. This means asking for and listening to the client's opinions, preferences, and satisfaction regarding your work. Feedback can help you understand the client's perspective, improve your performance, and build trust and rapport. Seek feedback throughout the project, not just at the end. Use open-ended questions, surveys, or reviews to collect feedback. Acknowledge and respond to feedback in a timely and professional manner. Address any concerns or complaints and resolve any disputes or conflicts.

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6 Follow up

The sixth step to managing client expectations is to follow up after the IP project. This means staying in touch with the client and providing ongoing support or assistance if needed. Following up can help you maintain a positive relationship, increase loyalty, and generate referrals or repeat business. You may also use this opportunity to ask for testimonials, case studies, or referrals that showcase your IP consulting skills and achievements. Follow up in a respectful and appropriate way, and respect the client's privacy and wishes.

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Tom Vazdar

AI & Cybersecurity Strategist | CEO @ Riskoria | Empowering AI-Driven Business Transformations | MindStudio AI Partner | Certified AI & Cybersecurity Expert | Keynote Speaker
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Following up with clients in intellectual property projects is essential. This can involve sending regular updates, responding promptly to inquiries, and soliciting feedback. Such follow-up actions not only demonstrate your commitment to the project but also help in quickly identifying and addressing any concerns or changes in client expectations.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you manage client expectations when working with intellectual property?

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2

3

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1 Understand the scope

2 Educate the client

3 Set boundaries

4 Deliver value

5 Solicit feedback

6 Follow up

7 Here’s what else to consider

Consulting

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How can you manage client expectations when working with intellectual property?

1

2

3

4

5

6

7

1 Understand the scope

2 Educate the client

3 Set boundaries

4 Deliver value

5 Solicit feedback

6 Follow up

7 Here’s what else to consider

Consulting

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