Welcome Professionals…

…This week I talked to a self-employed consultant. He works by himself, in his own one-man-company. He told me that he had sold and executed 800 full consulting days within 4 years. That’s quite an incredible billability for a consulant who does all by himself.

The average size of a project is about 30 days, so he cannot count on long running assignments. On the other hand, he cannot afford much time for acquisition because he has to deliver on his ongoing projects. So how did he do it?

He gets referrals to new clients by his core network. He says he knows about 10 clients really well. Meaning that he really knows what is on top of mind for each of the 10 people. He knows their job challenges as well as their personal and private matters. He supports them, whenever they need a quick helping hand, some advice, or an emotional bystander. What he gets in return is referrals to new clients. So many that he is fully booked. All the time.

Can you also count on ten strong relationships? People who would refer you to your next client? Hopefully so!

Malte

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