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Training for Consultants, Contractors and Freelancers in
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Workshops for independent consultants Presenter Profile www.ianbenjamin.com.au Book on-line for public workshops Book by fax or mail for public workshops
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Ian Benjamin's Article - From Newsletter # 23 - Starting from scratch - getting some new clients 3. More clients anyone?
Will you ever be in the situation where you need some more clients? Does anyone at your organisation have an expectation that you will bring in more business? Do you have staff who are relying on you to create work? Do you want your staff to bring in business?
The following has relevance to both internal and external consultants and to fee based providers such as lawyers, architects and accountants. It is obvious where you will need to modify the content, Some tips to get going from a standing start!
1. Lots of catching up with people – premise is to find out what they are doing and what they are focusing on at the moment, rather than to say that you are looking for engagements. That will evolve in the conversation.
2. Define this group – your network – very broadly. Include anyone who has ever engaged you, involved you in a project, or come to you for assistance. Also include people you have met professionally and had some form of contact with over the years.
3. Make commitments: then you can tell your network that you have a lot on – · “ I am meeting with people in North Sydney next week to discuss some opportunities, ideas, then going up to the Central Coast – talking to people that I have worked with on some key projects; always looking for more, how about you, what are you doing at the moment?”
4. Write up your list of products – see my book – in most libraries in Australia. This is most important as you have something to show off your expertise and your various approaches. This is very important as I find it to be one of the biggest discriminators between successful and unsuccessful consultants.
5. When you are ready, set up www.yourname.com.au. This applies to firms and to individuals. Brochures are not necessary any more, just print pages from your web site. Internal consultants and professionals need a web site or intranet site as the case may be.
6. And finally, keep the contact up – contact this network every 90 days if you can by sending them something that they will be interested in. Do something like I do at the start of my newsletter.
Book details: ‘Consulting Contracting and Freelancing – be your own boss’, Ian Benjamin, Allen & Unwin, Sydney 2003
Website: www.ianbenjamin.com.au
More: Ian Benjamin is the author of Consulting, Contracting & Freelancing – Be Your Own Boss, Allen & Unwin, Sydney 2003, 2007.
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Newsletter 27 Moving towards the Trusted Advisor role
Consulting & Relationship Skills Customised for your consultancy business
Lead facilitator - Ian Benjamin
M 0419 593 167 T 1800 266 266 T 03 9593 1678 info@consultanttraining.com.au
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