A checklist of 9 reasons clients hire external experts and services

The biggest threat to you winning a project might be the client's own internal resources. I've even seen times where a consultants proposed strategy and ideas are 'borrowed'. Then implemented by the client's own team.

That's one good reason to not give too much away pre-sale.

On a positive note clients have good reasons to hire you in preference to in-house resources. Use this checklist and see which you might provide as services.

1. Leadership with experience and authority. Giving strategic direction and recommendations.
2. Augment resources to provide expertise, skills and bandwidth beyond the client's current capabilities.
3. Provoke and bring fresh perspectives, challenging the status quo and identifying new opportunities.
4. Transfer knowledge and skills to the client's team, building internal capacity and expertise.
5. Data-driven analysis of business practices, operations, or performance.
6. Assessment of the client's business against industry benchmarks and best practices.
7. Management of risk in areas such as regulatory compliance, cybersecurity, or crisis management.
8. Interim executive management, allowing stability when there is a transition or change.
9. Candid and impartial advice, in situations where internal agendas could bias decision-making.

Mini-mission

Run through the list above. Highlight those services you have not discussed with clients recently. Would now be a good time to do that?