Issue link: https://htpgraphics.uberflip.com/i/392122
17 of your talk or your marketing flyer which sends them to your web site. Make sure that your contact details are on the last slide of your presentation. Agents and Intermediaries It may be worth using agencies or brokers to access clients who wouldn't normally approach you to solve their problem, but who could use your knowledge. Agent's client bases will exceed your network. If you have a consultancy service which appeals to a particular market segment, agents can connect you with people in those areas, and often will do the selling for you, for a fee, of course. Their contracts with you will often preclude you approaching clients to whom they have introduced you for a period. It's a matter of business etiquette and ethics, but it is essential that you respect that period. So declare those clients with whom you already have some past, current or prospective consulting relationship when you first meet any agent. On a similar theme, it may be possible to work as an associate of an existing consultancy business. This provides them with expert resource without the corresponding fixed costs. They only pay you when you're working for them. Direct Marketing The more tightly you can define your market, the more accurately you can target your marketing efforts. In some instances it may be worth approaching prospective clients directly. If you are active in expert witness work, it may well be worth making relevant law firms aware of your expertise. If you have experience of due diligence work, you could approach investment firms, venture capitalists or regional seed fund managers. More generally, if your work is sector-specific then promote your services to the key decision-makers in that sector. This means writing to identified individuals telling them of your services and track record. In all cases the market will almost certainly be needs-driven. You may make these organisations aware of your services, and you should do so, but work will only result when they have a need. Workshops These are small events arranged and controlled by you, your institution or a trade body etc. They enable you to present and discuss current and/or new Marketing Section 3