Because so many corporate and government clients appoint multiple firms to provide their professional services, winning a place on the "panel" is only a preliminary to getting the work you really want.
These techniques will help you win your "fair share" of the work - and more !
- Make certain your client knows you truly value their work
- Constantly seek client feedback on your performance - both what you do especially well, and any areas where you and your firm fall short
- Take meaningful action on deficiencies in your service - and tell your client what you're doing to address these
- Stay in touch and "in mind" - go the extra mile to show interest in your client and their plans
- Learn more about your client
- Constantly find ways to "add value"
- Help your client to make better use of your services, get even better results, save money, and reduce risk
- Do a great job
- Work out new and better ways of really helping them
- Make your client look good - internally, to their shareholders/stakeholders, to their market/industry/community.
Once you're appointed by a client, the real competition begins: these approaches will win your fair share, and more, of their work.
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