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What business devel...
 

What are the top three activities you perform to generate leads for your independent consulting business (check only three)? Poll is created on February 20, 2019 4:37 pm

  
  
  
  
  
  
  
  
  
  

What business development tactics do you use?  


Chad Eckes
Posts: 2
Member
Joined: 2 years ago

For anyone who is an independent consultant, I'm curious how you spend your business development / marketing time.  Please see the poll below and answer if you can.  Thanks.

5 Replies
2 Replies
Michael Harris
Joined: 1 year ago

Patina Nation Member
Posts: 8

This is a great poll question - I would like to ask the entire Patina Nation membership to vote - we may get 3,000 or more replies. 

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Michael Ostrowski
Joined: 1 year ago

Patina Nation Member
Posts: 3

Do superior work...clients will tell sister divisions , friends, colleagues and "corporate" and more work will come pouring in. The best "sales call" is the one that does not have to be made. Cold or even warm sales calls are costly, both in unbillable time and travel cost. So are proposals in response to "RFQ's" where it's obvious the client company is shopping for several proposals and a whole bureaucratic process that can drag on and on. Best to avoid those... do really superior work, shoot for "sole sourced" projects and relationships, strive to be the client's "heart surgeon", not some "candy cart" roaming the halls of their hospital hoping to sell something to a patient or a visitor.

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Richard Sigel
Posts: 2
Patina Nation Member
Joined: 1 year ago

In addition to "organic referrals" i.e. referrals by happy/satisfied clients, we get a lot of business from Referral Partners.  We look for Referral Partners that offer services synergistic to our own and who target many of the same exec level people within prospective clients.  This "2-way street" allows both we and our partners to benefit from warm introductions as well as allowing our clients to benefit from best in class service providers. It's a WIN-WIN-WIN!

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Jim McElroy
Posts: 2
Patina Nation Member
Joined: 1 year ago

Develop a presentation or speech using your thought leadership content, and seek opportunities to present it at events sponsored by associations or any kind of relevant group.  If you have an email list, put on a webinar to make the presentation.  Provide a rating / feedback form with space for optional contact information.  This can be done solo, or jointly with a referral partner as mentioned above. 

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Janet Falk
Posts: 4
Public Relations and Marketing Communications
Joined: 1 year ago

Top FIVE ways to get business:

networking

speaking at events

writing

participation in the trade association or membership association of your target market

online promotion of the above

See this discussion: Time to Improve Your Marketing RBI http://bit.ly/2tioHy1

Janet Falk

www.JanetLFalk.com

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