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 client work you really want.
And when multi-provider appointments are informal, it’s even more important to drive workflow in your direction.
Steps to getting more than your fair share of the client’s work
These techniques will help you win your fair share of the client work – and 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 top-of-mind – go the extra mile to show interest in your client and their plans
- Connect online as well as offline – invite them as your guest to industry events and interact on social media if that works for that client
- 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
- Teach them how to save their money by better 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 (big and small) 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.
If you’ve been disappointed by a panel appointment that hasn’t translated into a steady flow of repeat work, please get in touch to see how JMA can help you get more than your fair share.
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