As an outside consultant, you work hard to develop your expertise and experience. You stay current on trends. You keep up to date on best practices. You follow innovations in your field.
But no matter how prepared you are within your own professional arena, there's a good chance you'll eventually be asked to provide advice outside your wheelhouse.
When this happens, what do you do?
The first answer I hear is usually “refer.” But is that the best answer?
Depending on what advice is needed, the depth of the advice needed and the potential impact of that advice on the organization, there are more options than many of us typically consider – and knowing what those options are can make a big difference in the success of your own business.
All Alone Solution #1: Coach Your Client to the Answer
Often, you can provide direction and next steps for a client in a way that allows them to figure out where to find the answers they need themselves in a way that is very powerful. Using this approach, you stay involved with your client, helping them through the process, but they take responsibility for taking action based on your coaching.
All Alone Solution #2: Add Value through Your Network
Building and cultivating your professional network can help you provide more value to your clients – and to your business. But the trick is going about it more consciously.
Finally, maintain those relationships so that they’re always current and top of mind. This allows you to not only reach into your pocket on the spot, but to also make very personal introductions – which greatly enhances your value to your client and also your value to your network. Too many referrals are made in a manner that doesn’t close the loop, which helps no one. Making sure the loop is closed by actively managing the introduction process, and possibly helping your client with the introduction process, helps your client and your network exponentially.
All Alone Solution #3: Go Virtual
Your company may consist of you alone, but you can make things easier on your client by hiring independent contractors on a per project basis to work under your company’s name, as an extension of your brand.
There are many ways to make sure you remain financially safe using this structure, and the simplicity it affords your clients – from easier project management all the way to one-invoice billing – it is often extremely appreciated. This arrangement makes your clients happy because you’ve made their life easier and expanded their access to resources without the headache of having to find resources on their own. And you are happy because your business is reaching a new growth benchmark.
No matter which approach you choose (maybe more than one depending on the situation), it pays to be connected to service providers both outside your area of expertise and within.
For example, YOU are in my network. The fact that we are on each other’s radar screens is tremendously valuable to both of us.
Our job, together, is to prove that value by staying in touch. So, let’s work on furthering our relationship. I, for one, would welcome that conversation.
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Let’s talk! If you’d like to schedule a time for a short chat in support of each other, simply send me an email at [email protected] or fill out the form on my contact page.
