Catching the Big Fish

Every industry has a few clients or customers that every company wants to call theirs. Here are some tips to help you identify those in your world.

First, know your competition. Likely, you will find that big catch already working with some of the top firms in your industry. Determine if there is a way to begin a relationship in light of their current provider. Sometimes, a slow approach to reeling in the big one is your best way to make them yours in the long run. A foot in the door could lead to an invite to bid on their business in the future. Never say no to an opportunity to be in front of them, you never know where it may lead.

A more personal approach to consider is identifying where the owner(s) can be found in their down time. Do you have any friends in common? If so, can they make any introductions for you? Perhaps you may be involved in a volunteer or not for profit venture they support? Do your research on them and decide if there are ways to accomplish an introduction of ideas.

Lastly, people tend to do business with like minded people. There is a natural synergy that you simply cannot duplicate. If all your research finds you with little to no commonality, maybe that is a telling sign. Perhaps courting a couple of smaller clients that would equal the one big catch is a better approach. To value what you bring, they should respect you and if your differences are too great, respect may not be within reach. Knowing when to move on and look for a better fit is key.

in the pool of competition, there will be many swimmers. Find those in sync with your stroke. And, at some point, you will find yourself in the enviable position like Lafayette in our blog photo, reeling in the big fish!

Be well.