I just finished reading the blog of Brendan Waller whom I recently met at the SBCN monthly networking event. This blog really struck a cord with me so I had to share.
The article described his experience of trying to build a network of professionals within an industry, to capitalize on eachothers strengths to serve clients. Needless to say, he met with much resistance. I know the feeling exactly! I think the same story can be told for almost any industry.
The good news is that the concept of collaboration seems to be gaining momentum. Or is it the birds of a feather thing and I’m just noticing it more?
Here’s my theory: there ARE enough clients out there for everyone. Every potential client has specific needs and it is highly unlikely that one person can fulfill all of them. In addition, while several people can provide the same service and say the same thing, the delivery method may not appeal to every potential client. That client will keep looking until they find the provider who “speaks to them”. Why not be the one who points them in the right direction, to someone you know and trust instead of spinning the client back out into the world to try again?
In my vision, collaboration is much more than a close referral network. With collaboration, you don’t need to let the client go entirely. You bring other experts in for support throughout the client experience. With collaboration you get the added benefit of: moral support, strength in numbers without hiring staff specialists and a knowledge base that you would otherwise miss out on if you were on your own.
SO… Is it possible that referring a client to someone who can better serve a particular need and getting referrals from those that used to be your competitors is a very good thing? To me this concept helps build trust among your clients and your peers. It also has the added benefit of creating a support network of professionals in a similar field.
The world has grown exponentially over the last few years, your competitors are no longer local, your potential clients and supporters are also widespread. Every one of us has a unique skill set, so why not capitalize on our strengths to build a community of professionals for our clients?
Check out this blog http://bit.ly/bbkTmm, for the full story.
Carol, you're absolutely right, there are enough clients for everyone. Clients aren't a commodity to fight over, nor do we need to underbid each other to gain clientele. This is business, not a shark tank, and we don't need to treat it as such.
ReplyDeleteRight! I realize that this is a big change in modus operandi from days gone by. It will take time to see a real shift but it is definitely happening.
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