Connect the Dots - Finding New Opportunities
Frank Traditi
You've heard it a thousand times: It's not WHAT you know, but WHO you know.
How true when building your business. People that know you or are familiar
with your talents WILL give you referrals to opportunities.
We're going to take this to another level. Here is another CoachFrank motto
for finding opportunity:
"It's not what you KNOW, but where you LOOK."
You can find sales opportunities, job openings, referral partners, centers of influence in some of the most traditional places like networking functions, seminars, volunteering opportunities, social gatherings, and the list goes on.
Here's another tactic you can use to look for opportunities:
Connect the dots.
What do I mean by connecting the dots? It's building logical points of connection
between businesses. All businesses do business with other businesses (is
that a mouthful or what?)
Every business has relationships like vendors, affiliates, partners, customers,
bankers, and many others. All are part of the "intelligence network"
that this one business would be connected with. All of the members of this
intelligence network interact with this business with varying frequency,
but are privy to information potentially beneficial to you.
Here’s an example that illustrates the power of connecting the dots.
Let’s say you are targeting your services to a software development
company.
Let’s see who's connected with them:
1. Vendor Partners - don't you think they might know the
inside scoop on how the product works? Maybe they need consulting help or
new software application experts?
2. Web/Internet Strategy and Design Firm - Look to see who designed their web application. They are usually connected with marketing, information technology and sales. Perhaps they know some challenges the company is deal with. Maybe the VP of Marketing is looking for a good graphic artist or Internet Marketing strategist?
3. Investment Bankers/Venture Capitalists - This company might be in the early stages of growth. Most likely funded by these folks. Bankers and VC's know just about everything there is to know about the company and what their challenges are. Do you think these people might know when there is a management shake-up and looking for good people and new talent?
4. Executive Recruiters - This company may have hired an Executive Recruiter to bring in new management talent for a specific department. They might also have some intelligence about other areas of the company. Could they refer your services or talent to the leader of that other department?
5. Clients - lots of companies list their clients on their websites. You might want to find out who is using their product or who is connected with the software application company. Would the software application company take a positive recommendation for services or talent from a client?
6. Sales Training Company - they gotta make the sale first,
right? Maybe they have a sales training company that is helping their sales
force and management increase their skill set. Who better to know about
sales opportunities?
Does this make sense? I stopped here but you don't have to. There are so
many links and connections with one company it sometimes defies explanation.
However, that spells opportunity for you.
Do this - pick a company that you are targeting today and list out at least
six connections
Connect the dots. I'll bet you'll like the picture.
Copyright © 2006, Frank Traditi
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