We held our April meeting at the David Lloyd Centre on Tuesday 5th April 2016. Following on the topic from the previous meeting of business development – Ettie McCormack facilitated the session asking the question – ‘What else should I be doing – to increase business development opportunities?’ focusing on:-
- How well do you communicate your expertise and experience?
- Could the group provide new channels and opportunities for you if they had a better understanding of your value add?
- Would you benefit from the collective support of peers in honing your message?
Each volunteer was asked to present their offer to the group for 10 minutes with a 5 minute Q&A session.
We had a total of five volunteers all with differing offerings and different presentation styles. The key learning points were:-
- If you have been an interim or contractor for a while you may need to update your existing network what your skills are now
- Use names and logos of customers to add credibility
- Add some ‘wow’ – If possible give real examples of work you have been involved in and the quantifiable results
- If you have had repeat work then say
- Always give a quick summary of who/what you
- Don’t be afraid to admit you are a one man band who uses associates – better to be honest up front
- Much of buying consultant services is about your personality and cultural fit e.g. how you will fit in with their team?
- Can you offer examples of how you went into a company and go stuck in straight away?
- Try to demonstrate to the client that you really understand the problem they are trying to solve – make sure you listen to what they say too
- Try to find out about the people you are pitching too – from a professional and personal basis (LinkedIn for the professional bit, a quick google might find that you have common interests)
- If you don’t use PowerPoint or other visual prompts, then make sure that you top and tail the ‘story’
The attendees found the session really useful and we hope to repeat the process again in future meetings.
Background to the IIM MK Local Node Meetings
The meetings are for Interim Managers, Independent Consultants and other members of the freelance community. The objectives are:
- To meet other Interims / Freelancers in an informal environment
- To share best practice
- To facilitate collaboration
The meetings were started by Stuart Copeland in response to an initiative by the Institute of Interim Management to hold regional get togethers. The first meeting was held in a pub in April 2010 with just four people but have run quarterly ever since with increasing attendances.
The main event runs from 7pm until 9pm but with refreshments available from 6.15pm. The location is David Lloyd, Livingstone Drive, Newlands, Milton Keynes, MK15 0DL. A small charge of £15 plus VAT is made to cover room hire and refreshments and we use Eventbrite to manage the tickets.Collaboration, Communication, Freelancer, IIM, Learning, Professional