How to Grow a Small Business
One year ago, Wade Forbes, a cyber security contractor, transitioned from a traditional corporate work role to independent consulting. Now, he takes pride in the fact that the relationships he forms with clients are a true representation of his hard work. “In the past, someone would tell my boss, ‘Hey, Wade is great,’ and that…
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When requests for additions or changes to your project come up, saying yes can be an automatic reaction. However, that extra work can quickly add up and lead your project into the dreaded area of scope creep. Scope creep occurs when a client adds new provisions, tasks, or deliverables to a project that are outside of…
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Whether you’re meeting with a potential client for the first time, giving a presentation about the services you offer, or leading a project kickoff meeting, non-verbal communication skills are incredibly important. Your actions give meaning to your words, and your movements subtly indicate your thoughts, feelings, and personality to the person you are speaking with. In sales,…
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The client-consultant relationship is a two-way street. Before you begin work or sign a contract, it’s important to learn the needs and resources of your client, including what they need to properly engage you, the independent contractor. When searching for new business, the last thing you want is to lose out to a competitor or…
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On the surface, it seems like it would be easy to sell something you’re knowledgeable and passionate about. However, just because you’re an expert in your industry doesn’t necessarily mean you’ve developed the skills and techniques to excel in the sales aspect of your business. We all know someone who is a natural-born salesperson, but…
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One of the most common fears as an independent contractor is the constant uncertainty of industry competition and how you are faring compared to other businesses. This is a legitimate concern, as what your competitors are doing can dramatically impact your ability to earn or maintain current clients. The first step in staying on top of…
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You’ve put in time and effort to find that perfect project, but nothing is finalized until a contract is signed. Whether you’re meeting with an existing client to review opportunities for additional work or speaking to a potential prospect about a proposal, it is important to create a solid business case and present yourself with professionalism.…
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From marketing and networking to working tirelessly to earn referrals, attracting prospective clients is an essential part of the job as an independent professional—but it’s only the first step. On the path from initial discussions to signing a contract, how you handle the process of closing a sale is critical to gaining new clients. Below…
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When you’ve been in the business for years and you’ve developed a strong reputation, it can become easy to grow complacent. Understandably, you appreciate your current clients, you feel comfortable working with them, and you feel secure. But things can change in a minute; clients can go out of business, have a change of leadership,…
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As an independent professional, you represent the face of your business on a daily basis and that requires finding ways to keep your clients coming back in order to maintain a steady flow of work. You must always be thinking ahead so gaps in your work don’t turn into gaps in your income. By building…
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