Listening for opportunity: Doing what comes un-naturally

At AIIP 2019, three AIIP members shared their top 10 ways to look for new opportunities to get new clients. Janel Kinlaw from Refining Workflow reports on important top 10 tips shared by AIIP members.

The Listening for opportunity: Doing what comes un-naturally session was a conversation between three AIIP members sharing ways to find new project opportunities as well as expanding your business.

Each panelist has been in business different lengths of time. Jan Knight, Bancroft Information Systems, has been in business 18 years, while Jane Langeman, Langeman Consulting, Inc., has been in business 11 years and finally Valeria Hunter, Hunter Knowledge & Insights, LLC, has been in business 3 years.

Their top 10 ways to find opportunities for new clients

Looking for opportunities as you start your business

• The power of volunteering whether on an alumni board or connections through a professional association. Volunteering allows you to demonstrate your skills and build your network that could be helpful as you move forward.
• Incubating a relationship allows you to put yourself in your client’s shoes and become a “trusted resource.” Jan found participating in an incubator environment allows you to be “top of the mind” as those companies grow and potentially need your services.
• Ask until you find the need worth paying for – don’t rush to find the solution right away. Continue to listen to your client’s pain points and express curiosity. Be comfortable with the silence and give them time to think and respond to your questions.

Looking for opportunities from existing clients

• Don’t say no – say ‘tell me more’ – When you are on the phone with a client and they ask you to do a task you have never done before, think no but say yes. Allow them to say more and give yourself time to scope out the work.
• The one who offers an idea is often asked to implement it – The key to this item is getting paid for the work you suggested. Respond to the client, “I can look into that” after hearing their whole plan.
• Do what others won’t or can’t do – Remember that your clients pay you so that they don’t have to worry. Listen to their problems and then pitch a project that will allow them to focus on their business.

Looking for opportunities to expand and grow your business

• Land and expand your business with a client – Build the relationship with your clients while continuing to listen and find their pain points.
• Cross pollinate ideas from other contexts – Use past work to gain more clients. When you receive referrals, give examples of past work to help demonstrate your value and expertise.
• Staying profitable by managing scope – Break the project into small pieces and deliver on them to build that trust with your client. Be ready for new requirements to pop-up and document them for the next phase of work.
• Make your clients shine. Go the extra mile to make the deliverables make your client look good. Referrals are nice, but quality work that solves a pain point for the client or helps them answer questions from their boss makes them return for more work.