From the course: Consulting Foundations: Client Management and Relationships
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Asking for internal referrals
From the course: Consulting Foundations: Client Management and Relationships
Asking for internal referrals
- Selling more projects after your foot is already in the door of a big organization can be like catching fish from a barrel. The opportunities for more consulting projects is virtually endless, which is great for you and it's great for your client. You don't want to have to go out into the world of networking and they don't want to have to spend their time getting another consultant up to speed, because you already have that baseline understanding of their company. Sometimes internal referrals come to you, like when your buyer introduces you to someone and says, "Lisa and Elizabeth are helping us communicate "better as a team." And the other person goes, "Oh wow, my team could use that!" Or, like when your buyer says, "So and so could really use your help with such and such." If this is happening in the middle of a project, pay special attention to your initial buyers' feeling. Exchanging business cards in their face and running off to lunch meetings with their colleagues can make…
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