I've got one client so upset with me they're purple. I've got another client giving me the silent treatment because they didn't accept the tone of my case and I told them they were dead wrong. And I've got a third client that DOES like the case but doesn't think the senior leadership will accept it, because it's not happy face, like before. But, you know ... I'm not complaining. I like it, actually. Feels right. This is exactly what should happen when you do powerful, emotional work, and the client isn't used to it. They should balk.
You're supposed to worry about client reactions, if you want to stay in business. But I couldn't care less. All I care about is, Will the client make more money my way? There is no other goal for me. That's it: one thing. I want to win. Every campaign is a competition. Surprisingly (not really), clients often have other goals they value more than money.
I try to make the personal interaction fun for them; we share good phone. But you know ...... a fundraiser's life is not easier with me around. They get grief from colleagues. They get grief from board members. They get grief from bosses. All the untrained critics come out to play, and the fundraiser has to swallow the noise.
I get a lot of transition groups, too, trying to sharpen their fundraising messages. They've been soft. They want to go hard. But the real stuff, reinforced with tough emotional messages and psychological triggers, is miles beyond what they're used to. They've always had quiet and safe and rational. NGOs run by bureaucrats and grantmakers. Conservationists. Social workers. Now ... they're afraid.