How can you maintain a steady stream of clients as a consultant in Business Relationship Management?

Connect with people, share what you know in a friendly way online and at events... Keep your marketing simple and targeted, treat your clients well for repeat business, and try new things to stay successful.

Maintaining a consistent flow of clients as a Business Relationship Management consultant involves building a robust online presence through a professional website and social media engagement. Attend industry events, offer valuable content, and encourage client referrals to expand your network. Collaborate with complementary businesses, stay updated on industry trends, and utilize CRM systems for effective client management. Implement client retention programs, offer workshops, and consistently seek improvement based on client feedback. Remember, I'm just a text away if you need more help in navigating your consulting journey.

Plant seeds, nurture them, and watch them grow. Eventually, if you take care of them well enough, you’ll have a healthy and diverse garden of new and repeat business. Word of mouth is extremely powerful, and a positive reputation is everything in consulting. Network, ask for meetings, ask for business, market yourself well, and try to ensure the client experience is beyond expectation.

We tend to go for the masses and be relevant to all, but end up not resonating with anyone, what I have found works for me is speaking with past clients, identifying the real pain points and reason they chose the company. Working to find more of your ideal client type then a spray and pray approach means a higher chance of speaking to those who are more likely to interact.

The more you understand your niche and how to deliver solutions… the better off you will be in growing your business. Your competitive advantage is your key!

Never stop talking or sharing, you never know who they may know. In networking you never sell to the room, but through it and so long as they you meet with know, like and trust you then you will find they will be speaking about you in rooms you are not in. Also keep time aside to catch up and maintain the relationship- if you only speak to ask for something it’s very transactional and so see how you can help them too.

Providing solutions or examples of proven solutions is an important aspect to this equation. Start small and keep building your brand showcasing the solutions you have provided others. When you shift the approach of - we have a challenge/problem to - a framework of present and future then the vision becomes aligned. The framework and vision are key!

A critical aspect of communication is listening. There is a difference between listening and hearing. When a client feels they are understood, with care and insight, conversations become more valuable and collabarative.

In my humble opinion, this is the most important part of any relationship. Communication - verbal and nonverbal will provide everything you need to know. Additionally, sometimes a strong relationship isn’t about enjoying each other as much it is about clear context, expectations, feedback, and boundaries to ensure you don’t hit those pesky obstacles.

If you are working in a niche or company where you are building this up from scratch why not make your first client your agent/partner and incentivise them? Also you will need to set aside time daily where you focus on building new pipeline and relationships because if you don’t set time aside you will not get to the place where you have regular clients.