Speaking to David Seacombe today about Skillfair and the way he uses the web site brought up some interesting comments. He said "We are finding Skillfair a really useful service but not in the way that most people will probably think of using it. The daily alerts are great, but most of them are for work that is already well defined. Aston Beck is a specialist management consultancy – we tend to get involved earlier in the process – when the client is not yet sure what the challenge is, yet alone the solution.
What we do is use these tender alerts to give us a "reason to call" possible partners and maintain a dialogue with prospective clients. Most people involved in business development of any sort will agree that this is a most valuable asset; if you don't have a good reason to call a client or prospect then it is unlikely that the relationship will be maintained."
It's certainly much easier to call a client or prospect if you have an interesting tidbit of information for them - or better still can ask for their advice about something as almost everyone loves to be able to give an opinion!
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