What are some good ways to meet and earn clients, or at least get your name out there and build relationships as a newly licensed professional?
?ÿI'm a 26 year old LSIT with a BS in surveying. I have met the experience requirements to submit my PLS application to the state, but last I checked, the state isn't testing due to the pandemic. I will be submitting my application and testing ASAP.?ÿ My long term goal is to start and run my own surveying business. My question applies for several years down the road, but I feel dead ended here and am trying to look towards the future.?ÿ
I work in a satellite office for a large construction surveying firm. It is fantastic company to work for and is run by phenomenal people. However, the work I do is primarily office work for jobs several hours away from my house with semi-regular trips to that area to provide extra man power for field operations.?ÿ Other than any chance encounters with clients in the field or communications with county tax and register's offices, I don't have the opportunity to speak with anyone outside of my company or in the market in which I live.?ÿ
I have diverse experience, including construction layout, boundaries, and HDS surveying, but I understand that such diverse experience in a short amount of time (I've been out of school for 2.5 years) basically means I don't know anything about anything. I want to take on and learn more, but my employer doesn't seem to have any interest helping me develop into a professional role, or at least a professional role that involves working with clients.
I understand that clients are earned and reputations are built by integrity, hardwork, and dedication, but people do business with people they know and trust. I am looking for ways to meet those people if you can't piggy back on your employers reputation.?ÿ
In simple terms, how do you earn your first 10 clients??ÿ
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I??d bet you already know them. Just keep up with the good relationships on the projects you??re managing. One- if not more- of those clients will be happy to give you a shot when that time comes. When you??re first starting on your own it won??t take much to keep you busy for the first 6 months or so.
Its been decades since I needed to answer the questions posed but I clearly remember breaking into the profession, which happened to be during the recession of the late 70's. I was given a box of business cards and asked to visit as many attorneys and real estate offices as I could. This was the hardest work I've ever done. I should repeat that: it was the hardest work I've ever done.?ÿ Fast forward to today and many of those initial visits eventually panned out and some become very good clients. While most of those contacts are now buried or worse retired, that is how it worked in those days.?ÿ Given the current and future pandemic cloud, barging into offices unannounced is probably not going to do it.?ÿ Establish a corporation, LLC or whatever your state requires, set some goals, visit your competition, join your local professional society is my advice the rest will happen.?ÿ
Between the JP video and this, its been a rather nostalgic day so far.?ÿ?ÿ
If at all possible, try to make your current employer become one of those first ten clients.
It sounds like most of your load is construction related.?ÿ To start up doing construction-related work, and not moving to a new location, requires the theft of clients from your current employer.?ÿ To start up doing lot surveys and elevation certs that your current employer does not service is a completely different process.
I looked it up: My first 2 years of full time business I had nine clients. (I had done a little side work, maybe $1500 +/- total in the two years prior.)
The first one, which gave me the confidence to go full time on my own, I sought out.
I went to an advertised pre-bid meeting for a construction project, and listened to everyone there, mostly earthwork and concrete subs. I was the only surveyor. Ended up getting the job.
I was recommended by the first client to the second client.
The next 6 clients I had known or worked adjacent to during my time at my last employed position. Saw them at pre-bids or called them when I found out they were bidding a project I was interested in.
Number nine - I saw an ad for subs wanted and I cold called them and asked if I could drop by to see the project manager to discuss scope. Candidly admitted I had a new business and wanted to get some insight.
2-3 of the first nine were repeat clients that got me through the first two years.
Client 10 was a same as #1, that is, went to a pre-bid.
That is my answer to your direct question.
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A couple of questions back at you:
Have you directly asked someone at your company about taking on a more client facing role? Find someone there who can answer yes to that.
How much time/energy - that is, your own time/energy, not company time - are you willing and able to invest in getting to know potential clients?
no one owns a client. Clients are free to contract with anyone duly licensed that they want to.
A common thing I see about employee retention lately is the saying, "Employees don't leave companies, they leave bosses."
Similarly with clients. If they're happy with service they're getting they won't leave.
After a couple of years working with my mentor, I had already built up a list of clients that wanted me on their projects, and when he went out of business most of them followed me to my next mentor and so on.
The last place I worked at insisted upon going in a different direction with their survey work and I went out on my on overnight and most of those clients followed me and word spread and I have never caught up.
During the last 30+ years, clients come and go as other surveyors in business around here have come and gone.
@holy-cow I used to have this same mindset, and I continue to think loyalty is extremely important, but in most professions (including our own), clients often follow the people they've been working with. Think attorneys, physicians, dentists, architects. Except for the most junior, non-client-interacting staff, it's human nature to go with a proven human being that you think can handle your business. I've seen whole survey teams (top brass down to digging bar operator) quit one company and all sign on at the next, taking all their clients with them (or more accurately, all their clients choosing to follow). Did they "steal" those clients? I don't think so. I also don't think there should be any hint of sabotage or subterfuge, no use of company A's resources to establish company B. Ride for the brand right up until you don't, but then let capitalism do its work.
Thou shalt not covet thy employer's clients.?ÿ (#11)?ÿ It was on the other stone tablet dropped by Moses (Mel Brooks)
If one wishes to start out with a natural enemy this is a sure way to do it.?ÿ Don't kid yourselves otherwise.
2 words - low prices.
Fastest way: be the cheapest
As a professional: there will be others in other professions like engineers, architect or even developers who have the same aspirations as you and also may make the same plunge as you. Networking is key to in professional services.?ÿ?ÿ
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P.S. Try to leave on a good note with your employer, you never know if they may sub out projects to you. Better to leave a friend than an enemy.?ÿ
requires the theft of clients from your current employer.
Probably not theft in a statutory sense, but the former employer may see it that way and it would kill chances of cooperation between companies going forward.
Did anybody sign a non-compete clause when hired at the company they are leaving? It could be a contractual problem.
Certainly the best scenario would be branching out to offer services the former employer did not, but that won't usually be in the experience area of those leaving.
"I'm a 26 year old LSIT with a BS in surveying. I have met the experience requirements to submit my PLS application to the state,.... - My long term goal is to start and run my own surveying business......... I have diverse experience, including construction layout, boundaries, and HDS surveying,....."
What do you want to do? Large construction projects, high rise's......?
If you want very financially rewarding but boring, rote surveying with respect to subdivisions meet with production housing developers/builders. I started my business in my early 30's doing just that, and continued doing that for 32 years until I sold the business for a goodly sum. Production housing suffers through recessions but not with the severity of the general economy thus still providing some work when others are halted.
If that is a route you wish to pursue I can give you a few tips that helped me, so feel free to PM or email me.?ÿ ???? ?ÿ
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Client procurement ain't a walk in the park. There is no such thing as "theft" of a client. If you are an astute enough businessman all potential clients are fair game. If a former employer is upset you "stole" a client, well that's just normal business and it's time for him/her to take a new look at their methodology for client procurement. It happens in every other industry, we are no different. ????
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... I can give you a few tips that helped me, so feel free to PM or email me.?ÿ
I encourage you to reach out to this fella. ?ÿYour mutual timing is just right.
I'd say simply calling up potential clients that match up with what you are providing.
Since you don't have a backup of work, focus on providing fast turnaround, but DON'T be the cheapest!!?ÿ ?ÿ?ÿ
If you have a local planning department, get to know them and ask for help.?ÿ Maybe they can point you towards new clients or official projects that are coming up.?ÿ ?ÿ
While your aren't busy making money, focus on some sort of Social Media outlet, Facebook or Instagram, or You Tube.?ÿ IG is a quick way with hashtags to put out your name and get some followers.?ÿ Maybe some cool pics of?ÿ surveying projects??ÿ ?ÿ FB is good to market to friends and their friends.. and their friend's friends.?ÿ ?ÿand so on?ÿ and so on.?ÿ ?ÿbut I digress.?ÿ?ÿ
I'm assuming that you have or will have enough cash on hand to weather a slow start up/billing cycle.?ÿ ?ÿI'd get a credit card setup so that any clients can pay you instantly when you start working.?ÿ ?ÿIt's costs a little bit but well worth it if only to keep the No-Pay types at bay.?ÿ ?ÿThey won't want to give you card info so you can ignore them without losing any $$.?ÿ?ÿ
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Andy?ÿ?ÿ
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PS?ÿ ?ÿDon't worry about "stealing" clients.?ÿ That's not your problem.?ÿ ?ÿAlso, if your boss won't let you do the type of work you want, then it's time to go.?ÿ ?ÿManagement will almost never ask you for your input to their decisions, so you don't have to worry about their input to your decisions either.?ÿ?ÿ
PPS?ÿ ?ÿ search here for the ebook by Dan Beardslee.?ÿ ?ÿSomeone recently got permission to posts the PDF?ÿ ?ÿIt may be a bit dated, but it's a great starting point for reference.?ÿ ?ÿ