{ "media_type": "text", "post_content": "Curious what people think of “walk the corridors” as an effective sales tactic, taking up residence at client premises. When I was in industry, I literally fired vendors for this kind of harassment.", "post_id": "5c170167ace2c800124138f6", "reply_count": 10, "vote_count": 5, "bowl_id": "598b9cc71d02550016d5c8e7", "bowl_name": "Technology/IT Consultants", "feed_type": "bowl" }

Curious what people think of “walk the corridors” as an effective sales tactic, taking up residence at client premises. When I was in industry, I literally fired vendors for this kind of harassment.

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It’s all about the approach. Staying visible is good and sometimes I believe the coffee shop is the beat place for picking up useful tid bits for sales opportunities.

I think there are vendors that are aggressive here and deserve to be fired. I think the right way to do it is to be close to tour client, instead of walking the halls they come to you and say... I have XYZ problem, do you have 30 minutes to talk about how you solve it?

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They should call it....how about you sit with your team and actually do work during the hours you budgeted to the project.

If you do that...you will get enough follow on work leads

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That’s exactly my philosophy. If you build credibility and relationships on the basis of delivering a high quality work product, follow-on opportunities will emerge naturally. What I have a problem with is consultants who spend billable hours “walking the halls” to sniff out opportunities on the client’s dime instead of delivering what the client is paying for.

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I think it also depends on intent. Walking the halls in order to find sales opps seems nefarious, but walking the halls to have chats with your client wherein they might be more candid than in a formal meeting can really build a solid relationship of trust, and perhaps allow you to address concerns or issues that are bugging your client that you might not otherwise have known

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If you are starting from scratch without prior relationships, walking the halls gives you the face time you need to start the relationship

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If done right, I think it’s very effective. If the potential buyer feels harassed then you’re doing it wrong. I having said that, I think it’s most appropriate at a client where there’s active delivery or a history of consistent delivery, as it’s a good way to keep a pulse on the clients opinions of delivery and if going well, then chasing the incremental sale.

It also depends on the client. Having been an executive for several large corporations, I’m mindful that most client executives are being harassed by countless vendors every day, while still having to juggle their day-to-day workload. Most of my long-term clients already know enough about my firm’s capabilities and service offerings that there is no need to walk the halls; if they need something, they generally call

Walking the halls is a great strategy but never become overbearing to them. I’m at a client site 100% of the time, regardless if we have a active project or not. I’m there as a sounding board for executives and have a permanent office at most

Very client specific. We have one client where our client executive has to seriously limit the amount of time he spends onsite as they have an anti-up sell policy. I typically just work on building relationships with my clients and they’ll tell me what I’d like to know when I need to know it. Driving more work is clearly important but it’s never been my onsite priority so I definitely don’t condone wandering aimlessly hunting for leads when you should be working.

@op...here is where we differ. You said your clients know your offerings amd know when to call you.

That puts the onus of identifying the problem, findinf out where the issues is amd them identifying a vendor to call on the client.

I walk the halls listening for pain points and then do most of the heavy lifting for the client. That way the client onky has to sign the dotted line.

Also....some of the time...i do all the pre work and tell the client that he should do the solution in house or sub it out to someone cheaper.

Basically i am part of the clients team

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