Navigating the New Norm: Finding Work in a Shifting Market

In today's marketplace, both online and offline, many operators are finding it more and more difficult to find clients or land roles inside organizations. The marketplace is a reflection of global events, technological advancements, and consumer behavior shifts, and there’s been a lot going on. To be successful, you need not only operational expertise but also a keen eye for trends and the agility to adapt strategies accordingly. 

In the aftermath of the 2008 recession and the pandemic, many businesses have changed priorities, but one thing remains constant: Businesses need operators. They need someone to support behind the scenes. And so while it might feel like no one is hiring, they still are.

It’s important to recognize the changes out there and align your approach to looking for work to the changing demands of potential clients or employers. Here are just a few ways to shift your strategy:

• Deep Dive into Market Research: Regularly analyze industry reports, economic forecasts, and competitor strategies. This knowledge will empower you to make informed decisions and advise your clients or company proactively.
• Specialize in Growing Industries: Beyond identifying robust markets, specialize in services that cater to these industries. For example, digital upgrades in education and telehealth services in health care are areas that continue to grow.
• Cultivate a Strong Local Presence: Engage with local business communities through chambers of commerce, industry meetups, and seminars. Volunteering your expertise at local events can also increase your visibility and lead to meaningful connections.

Leveraging Platforms Like Upwork for Operations Opportunities

Digital platforms like Upwork have created so many opportunities for operators across the globe. I recently sat down with Megan O’Toole, a director of operations who regularly uses Upwork when she’s in need of a revenue boost. 

Whether you're seeking freelance projects or long-term contracts, platforms like Upwork can be a goldmine. However, there’s a strategy to using it well. It’s important to think about creating a strategic profile, consistent proposals, and staying in touch with clients, both on and off the tool. By understanding the nuances of these platforms and how clients make hiring decisions, you can tailor your presence to stand out.

Advanced Tips for Upwork Success:

• Dynamic Profile Customization: Regularly update your profile with recent projects and tailor your skills to match the evolving market demands. Use client feedback and success stories to bolster your credibility.
• Engagement and Response Strategy: Develop a system for timely responses to job postings and client inquiries. Utilize saved templates for proposals that you can quickly customize to address specific client needs, making your application process more efficient.
• Strategic Pricing: While competitive pricing is important, ensure your rates reflect your expertise and the value you deliver. As you gain more positive reviews and a stronger portfolio, gradually increase your rates to match industry standards for your skill level.

Preparing for Interviews in Today’s Job Market

The interview process can be scary, but it’s a necessity if you’re looking for a long-term role with a business. Being prepared makes all the difference in being able to showcase your strengths and stand out from others. It’s important to demonstrate not only your strategic abilities but also how you can contribute to the long-term planning and growth of the business. Focusing your interview prep on the specific company and role and practicing how you articulate your experiences and vision can have a big impact on your success.

Comprehensive Interview Preparation Tips:

• Mock Interviews: Practice interviewing with a peer or mentor and focus on articulating your strategic contributions to past roles. Use feedback to refine your delivery and ensure your key messages stand out.
• Develop a Portfolio of Success Stories: Create a detailed (digital) portfolio that showcases successful projects, highlighting your problem-solving skills, leadership, and impact on business outcomes. Be prepared to discuss these in the context of the potential employer's challenges.
• Understand the Company Culture: Before the interview, deep dive into the company’s culture through its social media presence, employee reviews on platforms like Glassdoor, and industry news. Tailoring your responses to align with the company’s values can set you apart as a culturally fit candidate.

Mastering Discovery Calls for Client Acquisition

If new clients in your own business is your goal, discovery calls are a pivotal step. They offer an opportunity to build rapport, understand client needs, and position your services as the solution to their challenges. But they do require some practice so you lead the meeting, rather than letting the potential client take over. By having a process for your discovery calls, actively listening, asking insightful questions, and demonstrating how your expertise aligns with their needs, you can turn prospects into loyal clients.

Detailed Discovery Call Techniques:

• Active Listening and Customized Solutions: Demonstrate active listening by summarizing the client's needs and offering customized, strategic solutions that address their specific challenges. But be careful that you don’t give away too much information!
• Leverage Case Studies: Share relevant case studies or examples from your experience that closely align with the client’s situation. This not only demonstrates your capability but also builds trust and credibility.
• Effective Follow-Up Strategy: Develop a structured follow-up strategy that includes sending a summary email reiterating the key points discussed, proposed solutions, and next steps. Schedule follow-up calls or emails to keep the momentum going and stay top of mind.

It is possible to find new clients or roles in today’s marketplace, even if it might feel challenging right now. You have to be able to adapt to market changes and keep up with the needs of businesses in 2024. The key is to show up in a way that showcases your unique value so you can secure your position as an indispensable strategic partner.