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A client that awards you multiple engagements is essentially confirming the strength and strategic nature of your relationship Until you have proven some value and built some level of relationship, it is generally not possible to win more than one engagement at a time from a client However, at some point it begins to make sense that you pursue this relationship It is in the client s interest to leverage the experience and familiarity you are building across their organization It saves them time and money, and reduces risk Of course, this is only true if you are contributing to the client s success Multiple engagements should not be seen as a way to make more revenue off a client, although this is the end result A more accurate way of looking at it, and one that will provide a win-win relationship to both parties, is to maximize the value each receives A consulting organization is better able to commit key resources to a client that has made them a part of their success Similarly, a client will more naturally award business to a vendor that has committed themselves to the client This should be stated in no uncertain terms to
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members of both parties State the commitment, demonstrate the commitment, and ask for more business Multiple engagements are not the same as getting a new engagement when one is completed; they are parallel engagements The goal is to work on multiple engagements at the same time, influence a broader cross-section of the client s business, and put more of your resources on the ground at the client site It is the client s right to award you business Getting single pieces of business from a client is a sign of confidence To earn the right for multiple engagements, set up the following prerequisites: Why not one vendor per engagement It may seem like a natural way to do business from the perspective of some clients Keep the environment competitive by bringing in multiple vendors The ones that succeed get another engagement The ones that don t, well, they just don t get more work However, there are many efficiencies that clients can leverage by partnering with a single vendor Clients realize this and naturally move in this direction Can you scale The client needs to understand that your organization can handle the work they give you Do you have enough resources to work on multiple engagements for them Do your resources have the necessary skill sets Demonstrate that your organization can support more of their requirements You may also want to make it clear that you will invest what is needed to build the infrastructure to support their future requirements Are you committed to their success Clients want and need to know that you are committed to their success There are several ways to demonstrate this You may place a key executive in a sponsorship role You may agree to share in losses they might incur Sincerity here is vital, and clients will often know whether you are genuine Have you demonstrated your abilities Your references and especially the work you have successfully completed or excelled at are effective ways of demonstrating your abilities Show them how you will be different and better than other vendors Why should they choose you over the other companies that want more of their business
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Do they know you want the work It s amazing, but sometimes clients don t understand that you want more work from them It s a good idea to tell them about your ultimate objectives and your vision of the mutual relationship you want to develop with them Let them know you are interested in doing more work for them, ask them for work, and ask them what you need to do to become their primary vendor of choice Then listen to their response and build an appropriate pursuit strategy
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