Paolo, you often emphasize the importance of leaving a client transformed from when you first met them. Could you explain what you mean by that?
Yes, I strongly believe that every interaction with a client should leave them different than when you first met. What I mean by that is, as a business, freelancer, or entrepreneur, your goal should not just be to deliver a product or service. It’s not about simply fulfilling the contract or ticking off a box—it’s about creating a lasting impact. It’s about transformation, not just transactions.
When I say leave them different, I’m talking about delivering more than what’s expected—changing the way they think, work, or approach their challenges. It’s about providing value that goes beyond the deliverable, value that shifts their perspective, makes them see new possibilities, or helps them grow in ways they hadn’t considered before. This is how you build relationships that last, relationships that transcend the typical vendor-client dynamic. You’re not just someone they hired for a specific task—you become someone who helps them evolve.
Think about it: if you provide a service that solves a client’s problem but doesn’t leave them in a better, more enlightened place afterward, you’ve missed an opportunity. Sure, you’ve done the job, but you haven’t added lasting value. The businesses that stand out are the ones that make a difference not just in terms of the immediate output, but in how they equip their clients to think differently or approach their business with a new mindset.
This approach shifts you from being a service provider to being a partner in their growth. When a client walks away from the relationship changed in some meaningful way—whether it’s through a deeper understanding of their market, a new strategic direction, or even a new way of working—they’ll remember you for that. And more importantly, they’ll keep coming back, not just because of what you did for them, but because of how you helped them evolve.
In the long term, transformative relationships create a kind of loyalty and trust that transactional relationships never will. It’s the difference between being someone who just delivers a product and being someone who shapes the future of your client’s business. They’re not just looking at you as someone they pay to solve a problem—they’re looking at you as someone who helps them become better at what they do.
This is true for freelancers, agencies, consultants, and even large corporations. The more you focus on leaving your client better than you found them, the more you set yourself apart in a marketplace that often focuses too much on just getting things done. It’s about creating value that lasts, value that continues to impact your client long after the project is finished.
To put it simply: don’t just solve problems—shift perspectives, inspire new thinking, and leave a legacy of growth. That’s what I mean by leaving your clients different than when you met. It’s the difference between making an impact for the moment and making an impact for the future.