I provide "big" services to my clients. These include strategic plans, process redesigns, market studies, and large scale training services, which often take weeks or months to deliver. Is there something I could provide that is a bit smaller in scope? I'd like to try out a few services, some of which are components of my more comprehensive offerings, but wouldn't want to commit to a big offering unless I knew I could provide a good service that clients would buy.
When you want to try something out, it does not have to be in its full form. How about a white paper instead of a training seminar? A podcast instead of a full lecture? What about daily tips instead of a book?
One idea is to hold a mini camp. In football, mini camps are intended as a short duration session to either check out a player's capabilities and/or begin training. What if you proposed to conduct a strategy or marketing mini camp for a client? This would be a preliminary exercise to gather information, test ideas, generate options, develop staff skills, and document possible approaches. While a full scale session might take several days, what could you accomplish in a few hours?
This would allow you to showcase your expertise, connect with staff and your client, and develop value without committing the organization to a full scale exercise. It is low risk for both you and the organization and produces a more engaged staff and options to move ahead with a full scale exercise. Tip:
These mini camp sessions are for you to provide services in which you are fully qualified, not to do market research at the expense of a client. Spend the time to develop a solid, standalone offering, not just roll out "the first part" of a current service. © 2010 Institute of Management Consultants USA