Every aspect of life has rhythms and cycles that are evident if you think about them. Even business has these cycles that run throughout the year and throughout the life cycle of a project. The savvy individual will learn to follow and interpret these signs much like a hunter seek out and follow a herd of animals looking to pick off their own fair share.
This time of year is my favorite for more reasons than the cooling weather and colorful leaves. End of the year budget spending. That special moment when a department or project has excess funds and needs to spend them before the fiscal year ends. Pet projects and extras are purchased and possible future work is arranged. It’s something that comes round every year round this time. Sales folk like me wait with bated breath hoping some big corporations have something left over.
Timing is crucial. You don’t want to start pestering too early and become a nuisance but it is crucial that you are among the first to approach them. Keeping your ear to the ground and communicating with their personnel is vital. Not just to see what projects are going that directly affect you but other projects that they are doing. Maybe you can suggest some solutions that don’t involve you but benefit them. Evolve that relationship.
Customize your pitch to match their needs. Don’t just come out with a cookie cutter approach. Ask questions and refine your product or service to meet their needs and most important to meet their budget. You may not score a big victory but a small project now may lead to something big.
Work with your team. It doesn’t matter who scores the contract as long as all your company benefits.
Be gracious if it doesn’t work out. Maybe not this time but surely next time. If however you’re not gracious then there may not be a next time. Above all things, think of the relationship.
Remember this is not a singular event or just something that happens once. Next year the same thing will happen and you want to lay the ground work for future success.
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