COVID-19 and the Information Entrepreneur

By Connie Clem, Clem Information Strategies

How has the COVID-19 pandemic affected AIIP members and their businesses? In a recent survey, 59 AIIP members shared what’s happening in their businesses, and several themes emerged from the results:

Theme 1:  Virtuality

As business adapts to connecting more virtually, AIIP members are already comfortable there. Some are so unfazed that we feel we’re missing out on the “downtime” other workers are experiencing.

Most (88%) said the pandemic has had no effect, or a minor effect, on their client interactions.

• “Almost all my business and biz development were conducted by phone or email. I’ve added Zoom.”
• “Glad I’ve worked from home for nearly 20 years, was already a Zoom expert, and am used to working with virtual teams and online clients.

Theme 2:  Responsiveness

Work feels different for many of our members:

• “It’s harder to reach people. They are not answering email; their work phones go to voicemail; they may not even still be employed.”
• “More social time is expected; conversations are less focused.”
• Clients who weren’t planning for the future “are now consumed by it…I make sure they have my number.”
• “I’ve tried to communicate more, touch base more, just be more open and forthcoming.”
• “I will have to work harder to show value when my target market has to tighten their belts.”

Theme 3:  Adaptability

About 60% said COVID-19 has affected their business operations. A third are adjusting their products or services.

• “I’m using the time to connect with clients, as well as thinking of new ways to provide services to them, and perhaps to a new market.”
• “I’m working long hours, uncompensated, to generate good will and future contract extensions.”
• “I will switch my F2F to engage with smaller groups, and will likely travel less.”
• “I’m porting much of my workshop business to online.”
• “I am looking into banding together with other consultants to take on bigger projects.”

Theme 4:  Contraction

Large contracts and retainer work are a source of stability for some members. Others have been earning less income.

• About 40% have experienced lower demand; 12% have had major drops in work.
• Almost half had specific projects postponed or canceled.
• 61% reported a decrease in current or projected income—for 29%, a significant decrease.

Examples:

• “My biggest client has halved my contract for this year.”
• “I have expenses (databases, etc.) that continue, but almost no projects coming in.”
• “I now have to rethink my entire business plan.”
• “Uncertainty is the word that best describes my business right now.”
• “I am examining options if clients have to reduce or eliminate any ‘outside’ contracts for the near term and possibly for the foreseeable future.”
• “It’s harder to focus when I do get work. Busyness is okay, but strategic thinking is tough.”

Theme 5:  Positivity

In the COVID-19 era, 12% of respondents took on new projects focusing on the novel coronavirus and its implications.

In other positives:

• “Companies will be more inclined to work with consultants online…More managers and leaders will understand the importance of good and just-in-time information.”
•  “It has had its positives:  opportunities to reconnect with past clients; time to focus on business-building projects, organizing, and professional development; quiet space to write and create new IC.”
• “I am in my second year of business, so I am still exploring lots of different avenues and marketing and networking all the time…There still seems to be work to pursue.”
• “I wish that I had all the ‘free time’ that so many people are talking about to do business development, but I’m busy with existing clients that have a greater urgency for info.”
• “It’s a good time to ‘pivot’!”

AIIP’s solo practitioners are, as always, meeting their clients where they are – with extra support, interaction, flexibility, and personal outreach in a difficult time. Recovery of our national and regional economies defies prediction. In the meantime, we are holding to our courses, assessing our opportunities, and keeping up each other’s spirits within our member community.

Note: Some comments were lightly edited for brevity. Many thanks to Mary Ellen Bates, Bates Information Services, for hosting the online survey.

Connie Clem owns Clem Information Strategies, communicating on innovations and leadership in the corrections field. She served as AIIP President in 2014-2015 and is AIIP’s current webmaster.