Increase your chances of getting a great assignment
Virtually all highly skilled professionals in business services are now expected to contribute commercially in addition to their "real" work. Organizations want to deliver added value, and customers actually prefer to talk to a subject matter expert rather than a smiling salesperson with a target.
That's why more and more organizations are explicitly asking their professionals to make a commercial contribution. Job profiles might include things like "commercial awareness," "actively seeks new opportunities," or "maintains contacts within the network."
How can you increase your chances of landing great assignments with relatively little time and effort? That, of course, depends on your situation. And we can offer the most frequently shared top three from experience.
- Offering help yourself: recognize buying signals
- Maintain network contact
- Complete assignments with effect
Customers appreciate it when you think along with them. However, they hate being forced to do something.
So when you work with clients, keep an eye out for their concerns. And offer help when appropriate, whether from you or your colleagues.
That might sound something like:
- IntroductionDear customer, something stands out, namely…
- MotivationWe have experience with this and we are happy to help you if you wish.
- Instruction: Would you perhaps like our help with this?
The rule is: No is okay. Because we're obviously not going to push. But not offering help to a customer in need is not okay.
It helps to stay in touch with friendly people you've worked with in the past, such as former clients, fans, or former colleagues. Grab a coffee and catch up. That's not the same as selling. And the great thing is that if you have regular networking events, the projects will come your way more easily.
Make a list of your favorite contacts from the past few years. Choose your top seven, for example. And arrange to meet up with these people to catch up…
Move from a one-time project to a long-term relationship. Ensure your assignments are completed effectively.
- In any case, plan a follow-up cup of coffee in your agenda.
- Or ask very satisfied customers for a recommendation.
- Celebrating the result
- Or write an article about your project together
- Or… See the book or the card (also in the app) for seven more ideas.
Besides the top three, you'll find many more actions in this book. Once you've figured out which ones work for you, the question is: How do you do them?
This article was written by Jan Willem van den Brink and Maarten van Os from DreamfactoryIt's based on a chapter from our book Client Wanted – Acquiring as part of your job.
If you wish to use it, we would greatly appreciate attribution.
Want to know more about this topic or how we can help your organization? Email or call us at 0348-741670.