Client relationships are gold

by Dale Davidson March 18, 2026

A funny cartoon about the power of having a good client relationship, as shown through a consultant's story. The first panel shows a stick figure consultant shaking hands with a happy government client, with hearts and thumbs-up symbols floating around to symbolize a strong relationship. The second panel depicts the consultant, with a suitcase in hand, sadly saying goodbye as his contract ends, while the client looks worried. The third panel shows the client having a lightbulb moment, with an idea to keep the consultant. In the fourth panel, the consultant confidently walks into the prime contractor's office, placing a document labeled 'My Terms' on the desk, with the prime looking surprised but interested. The final panel illustrates the consultant back at work, now with a bigger desk and a bigger paycheck, while the client and the prime celebrate in the background. The background includes humorous elements like a 'Job Creator Machine' and a sign saying 'Where Money Flows, I Go'. The style is exaggerated and humorous, emphasizing the consultant's clever use of client relationships to secure a better position and terms.

I have a co-worker who is an employee of the prime I sub-contract to (that's a mouthful).

He basically created his own job because he had a previous relationship with the client, and persuaded the client to put work on the prime's contract.

Here is how it went down:

My co-worker builds a good reputation with the government client
Co-worker's contract is ending, so he makes preparations to leave/find another job
Client wants my friend to stay and keep working for her
They find a contract they can put the work on
He goes to the prime and dictates terms (because he brought the work)
Result: Client keeps her favorite consultant, co-worker gets a much higher paying job, and prime gets some new work

This is the power of having a great client relationship. You can help guide where money flows and set your own terms.

Now I would have negotiated a 1099 deal with the prime instead of being their employee, but the point statnds.

If you build a great client relationship, you have options, like creating a job for yourself or going 1099.

Want the full playbook? Check out Going 1099.