Because so many corporate and government clients appoint multiple firms to provide their professional services, winning a place on a formal “panel” is only a preliminary to getting the work you really want.
When multi-provider appointments are informal, it’s even more important to drive work flow in your direction.
These techniques will help you win your “fair share” of the work - and maybe for more !
- Start the value added services flowing right away - don’t wait for paid work volume to justify adding value because if you do, it may never happen.
- Treat this new client as the client you want them to become.
- Stay in touch and “in mind” - go the extra mile to show interest in your client and their plans.
- Make certain the client knows your team and what special expertise each contributes.
- Let your clients know you truly value their work.
- Help your client to make better use of your services to get even better results.
- Show them how to save their money in using your services.
- Especially now, flag ways they can reduce their risk using your services.
- Constantly seek client feedback on your performance - both what you do especially well, and any areas where you and your firm may fall short.
- Take meaningful action on deficiencies in your service - and tell your client what you’re doing to address these.
- Constantly learn more about your client.
- Find new ways to “add value” along the way.
- Make your client look good - internally, to their stakeholders/shareholders, and
- externally to their market, industry, or community.
- Do a great job - consistently.
Once you’re appointed by a client, the real competition begins: these approaches will help you win your fair share, and more, of their available work volume.
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