Solve your clients problems
A post by Tim Sanders last week got me to thinking about why professional service firms exist and what do we do for our clients.
Hopefully you can all answer this question with minimal thinking. However, now really look at your answer: if you said something about your service you would be correct. However, have you stepped back to look at your service through your clients eyes and mind?
As an architect and civil engineering recruiter, I know the reason why a firm comes to us is to solve a particular staffing problem they have and cannot solve on their own. We exist to solve their recruiting and staffing needs. Same with your business.
I know, we (and you) are not the only firm who specializes in a particular niche. So think about what you really do for your clients. Does it include some “extras” or is your client service top notch? Possibly you have spent time getting to know your clients and have formed a relationship deeper than proposal-performing the work-invoice time line?
If you answered either yes or no to the above, I encourage you to take 1 hour a week to think about your clients and consider what you can do in that hour to make their lives easier. This can range from a hand written card saying thank you, a clipping from the newspaper about their firm or in regards to something affecting their industry (with your support on their side, of course). In an hour you can probably reach 5 clients - 20 clients a month. Start small and work your way up. You would be amazed at how a small card in the mail can make a huge difference (and remind them that you still exist).
Does anybody have a client who comes to them for a proposal and does not “shop” out the job because of a long standing relationship? I would love to hear your story!
