“If my clients see a report showing assets at risk, they will think we aren’t doing our job. Why would I send reports full of red flags to my clients?”
It is commonly thought that showing clients a 100% transparent view of their environment is bad for business. In reality, this couldn’t be further from the truth. Here’s why you should send risk reports to your clients on a regular basis.
1. Full-disclosure Builds Trust
It’s easy to bury your head in the sand to avoid talking to your clients about the risk in their environment and about the need to modernize. Clients are expecting (and paying) you to keep their environment safe and operational, so those conversations are hard. But until you have those conversations, nothing will change. There is a chance that your client will be angry, but it is best to look at this as your opportunity to build a new level of trust with your clients. You can take advantage of this opportunity with ScalePad’s fully-automated asset reports.
ScalePad’s asset reports show a data-backed assessment of each client’s infrastructure at a given time. But risk is an ever-changing variable. Some of your clients may have up-to-date infrastructure now, but in a few years, this will not be the case. By regularly providing an honest assessment of each client’s assets, you keep them informed on what is happening and offer a clear picture of how to proceed. Nobody wants a doctor that withholds vital health information. You shouldn’t withhold critical IT health information either. This will help your client see that you are doing what is in their best interests and take your business relationship to the next level.
2. Help Clients Understand Risk
Red is universally understood to showcase danger, risk, or failure. ScalePad automatically generates head-turning reports with a red-amber-green color system that highlights risks in a client's infrastructure. The simple color scheme makes it easy for your clients to see the problems (red) facing their business and helps them understand where they need to invest in their assets. This enables them to make better decisions to reduce their business risk based on hard-data.
Providing this data as a report helps facilitate these conversations. Clients are able to see an objective assessment of their environment which reduces the odds of a confrontation and adds credibility. This allows you to focus on talking with your clients about how to reduce their risk.
3. Motivate Clients to Make Decisions & Modernize
Nobody likes to see a report full of red; we all want top marks. Few things are more motivating than seeing a scathing, data-backed report that shows how poorly they’re doing. And this is your opportunity to get your clients to make decisions to remove that risk and create a win-win partnership.
Clients with a lot of risk have older tech which is more likely to break down (and break down often). The user experience is poor and your team is swamped with fault tickets. By associating poor experience with red, clients are motivated to ‘go green’, which motivates them to make decisions to modernize their equipment. Clients will get better tech, which means better experience for them and better relationships with you. Regularly tracking changes to the environment allows you to showcase progress and help clients see the results of their investments. Once clients are on this path, it is easy for them to make decisions, budget for upcoming IT spend, and optimize their experience.
We send red reports because they help create a sense of urgency in a visual way when needed. It's well known that humans respond to colors and red is universally seen as being a bad color. Since nobody likes a bad color on their report card, many of our clients want the reports so they can take action.
President and CEO, Alvarez Technology Group