Dear HR Manager,
I have personally been cold calling corporate clients for the last 4 years. I have found it damn difficult to get through to the HR Managers to consider our services.
It is difficult because almost all consultancies have a similar approach: they give proposals and use the same communication. I tried differentiating by creating different methodologies, creating niche verticals/sectors for some time. NOTHING seems to work!
Our one drawback could be that during meetings with new clients, we do not offer or discuss "other considerations" apart from our professional services and how we will tackle their issues. Please rest assured it has nothing to do with my communication skills, personality, etc., which I would rate as excellent (modest aren't I :)). Despite all my sincere efforts, I am not able to get the success I deserve as a Business Development Manager for my consultancy.
Any ideas on what works? I know you'll be hesitant to give out your secrets... but if we people don't share our learning and techniques with each other, who do we share it with? Where do I go? What is this forum for... I am sure a few good men and women will definitely come up with some good suggestions.
Thanks in advance to all your dynamic minds for participating with your suggestions.
Good HR Associates
From India, Chandigarh
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4I have personally been cold calling corporate clients for the last 4 years. I have found it damn difficult to get through to the HR Managers to consider our services.
It is difficult because almost all consultancies have a similar approach: they give proposals and use the same communication. I tried differentiating by creating different methodologies, creating niche verticals/sectors for some time. NOTHING seems to work!
Our one drawback could be that during meetings with new clients, we do not offer or discuss "other considerations" apart from our professional services and how we will tackle their issues. Please rest assured it has nothing to do with my communication skills, personality, etc., which I would rate as excellent (modest aren't I :)). Despite all my sincere efforts, I am not able to get the success I deserve as a Business Development Manager for my consultancy.
Any ideas on what works? I know you'll be hesitant to give out your secrets... but if we people don't share our learning and techniques with each other, who do we share it with? Where do I go? What is this forum for... I am sure a few good men and women will definitely come up with some good suggestions.
Thanks in advance to all your dynamic minds for participating with your suggestions.
Good HR Associates
From India, Chandigarh
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Dear Good HR Associates,
Your post highlights the difficulties involved in selling your services. Though you have not clearly mentioned the specific services you sell to HR Managers, it can be inferred that you provide recruitment services. Secondly, you have emphasized your "Excellent" communication skills. While your verbal communication skills are not commented on, in terms of written communication skills, your post suggests otherwise.
Now, addressing the challenges you face and the reasons behind them:
a) Your primary issue is the "problem of plenty." The market is oversaturated, making it challenging to differentiate yourself from competitors. How do you set yourself apart, and what is your response to this?
b) The market is not only overcrowded but also saturated, leading to a fixed demand where existing players must divide the market share.
c) To your customers, you are a service supplier. Your services fall into the "Routine" quadrant. Providers in this quadrant face similar challenges where services are sold based on price rather than value.
d) Providers in the "Routine" quadrant can be easily replaced. While some services like security may face more resistance to change, your services are likely more interchangeable, leaving you at the mercy of customers without the ability to dictate terms.
e) Established players in the market have already recouped their investments from before 2008, ensuring service continuity. New entrants struggle due to weak market demand.
f) Consider the quality of the manpower you employ. Are they innovative and analytical? What is the attrition rate? These questions are left for you to answer.
Final Comments: The solution lies in diversification and research. Explore diversifying into "Mission Critical Products or Services" as a renowned facility service provider did. Conduct research relevant to your field to enhance your services.
All the best!
Dinesh V Divekar
From India, Bangalore
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Your post highlights the difficulties involved in selling your services. Though you have not clearly mentioned the specific services you sell to HR Managers, it can be inferred that you provide recruitment services. Secondly, you have emphasized your "Excellent" communication skills. While your verbal communication skills are not commented on, in terms of written communication skills, your post suggests otherwise.
Now, addressing the challenges you face and the reasons behind them:
a) Your primary issue is the "problem of plenty." The market is oversaturated, making it challenging to differentiate yourself from competitors. How do you set yourself apart, and what is your response to this?
b) The market is not only overcrowded but also saturated, leading to a fixed demand where existing players must divide the market share.
c) To your customers, you are a service supplier. Your services fall into the "Routine" quadrant. Providers in this quadrant face similar challenges where services are sold based on price rather than value.
d) Providers in the "Routine" quadrant can be easily replaced. While some services like security may face more resistance to change, your services are likely more interchangeable, leaving you at the mercy of customers without the ability to dictate terms.
e) Established players in the market have already recouped their investments from before 2008, ensuring service continuity. New entrants struggle due to weak market demand.
f) Consider the quality of the manpower you employ. Are they innovative and analytical? What is the attrition rate? These questions are left for you to answer.
Final Comments: The solution lies in diversification and research. Explore diversifying into "Mission Critical Products or Services" as a renowned facility service provider did. Conduct research relevant to your field to enhance your services.
All the best!
Dinesh V Divekar
From India, Bangalore
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Dear Dinesh V Divekar,
Thank you for your post. Your suggestions and observations are indeed valuable. Thanks for taking time out to write this post. Some of the suggestions (Kraljic Portfolio) were really useful and practical.
Also, thank you for pointing out that I sounded "boastful" in my post, as well as appearing to be lacking in good written communication skills. I'll take care of these things pointed out by you and try to improve. Thank you for being forthright and direct. I really respect this.
Good HR Associates.
From India, Chandigarh
Acknowledge(0)Amend(0)
Thank you for your post. Your suggestions and observations are indeed valuable. Thanks for taking time out to write this post. Some of the suggestions (Kraljic Portfolio) were really useful and practical.
Also, thank you for pointing out that I sounded "boastful" in my post, as well as appearing to be lacking in good written communication skills. I'll take care of these things pointed out by you and try to improve. Thank you for being forthright and direct. I really respect this.
Good HR Associates.
From India, Chandigarh
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