No work?

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I was reading some ideas from a law blog recently as to what these lawyers were doing now that a lot of their clients are disappearing.  Some of these losses were attributed to the downturn in the economy, others to the retirement of their rainmakers, and others gave (or had) no clue as to the reasons.  But, I did find some great ideas I thought I’d pass on- because these work for more than just lawyers.   More importantly- they are the things we all should be doing…OFTEN!

One of the first ones I liked was similar to a practice we employ.  (Yes, that’s why I liked it…)  This woman suggested that one should review the recent projects completed.  Determine what were the primary concepts in that project.  Then, develop a package to offer others that could gain from this new knowledge or skill you’ve acquired.

The example she used was a contract who mis-classified his subs.  That is something we often encounter.  Too many contractors (and even MORE small business folks) consider casual labor to be sub-contractors.  But, having someone come in three or four (or more) times a week for two months or more doth not a subcontractor make.  Unless these folks come with their own tools, can decide which job to accept, then they are temporary employees.  Which means you- the contractor or small business person is responsible for the employer portion of Medicare and Social Security taxes, among other obligations.   (We do offer a seminar twice a year on this subject for a very reasonable fee.  Call if you are interested.)

Another suggested pulling up the calendar from two years ago (24 to 12 months ago).  Examine those with whom you interacted (not just clients, but co-consultants, suppliers, etc.)   Find out what they are doing, what they just finished or hope to finish.  They may have other needs or ideas you can use.  (This is better for those who offer services than for those who sell widgets.)

Another suggested an idea that we have not employed in a while.  That’s our fault, because it is a great idea.  Make a list of clients with whom you have not interacted with for six months or longer.  Give them a call and let them know you plan to be in the area.  Go visit on YOUR dime.  (Yes, that means you may need to buy an airline ticket, too.)  Prepare a personalized article or checklist that would be helpful for that client- based upon what you recall and what you research now; that should be left with them after you leave.  And, when you visit with them, ask questions about their business and family, and LISTEN.  Don’t expect anything in return.  This is your way of reconnecting with them.  The odds are, however, that 1 in 10 or 15 will decide to reconnect with you.

What ideas do these suggestions kindle in your mind?

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11 thoughts on “No work?”

  1. These are all good ideas. I especially like the idea of looking back and contacting people we haven’t talked with in over 6 months. I did that with two clients and now have two speeches booked in 2013. It’s easy, yet time-consuming, to look for new clients, when many times clients are already in our database.
    lisa kanarek recently posted..5 Steps for Accident-Proofing Your Home Office

    1. Yes, Ann, this is a real issue.
      When we were performing research and development under contract, we had a hard time talking about what we did…Even now, when we act as CFO or CEO for various entities, we can’t go around saying who those clients are (unless we are appointed as trustees, when it is public knowledge)…
      So, we determine(d) what we did and wrote about them in generic ways (maybe not totally generic, but clearly protecting our clients’ interests).
      So, for example, if we were to work with a client that provided health care services for seniors, we would develop a portfolio of topics with which we were intimately familiar (say health care reimbursement, methods for tax deduction, how the new healthcare law will affect folks) -because we worked on them with the client, without mentioning the client’s name or interests. And, when we discussed this with others, we would remind them that we would never divulge the specifics of their effort with another…which should solve the problem of “reference”.

  2. We do get in touch with our client once every few months – just to know how they are doing; but then my area of works deals with that. 🙂

    Like a senior of mine once joked “If everyone and everything was all right, we would run out of work!” 🙂
    Hajra recently posted..Will the real men please stand up

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