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My manager keeps asking us to let her know if we find any opportunities where we can sell more work to our client. How do I identify such opportunities?

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If you know, you need only ask. If you have to ask, you will never know

likeuplifting

Lol this is the secret sauce of consulting! OP, in all seriousness, I've had most success with selling follow-ons or converting work to annuity. I.e., when you make recommendations or give your client a road map, start asking them how they're going to implement it, and be responsive to their questions about implementation. Drop hints about how that's something you / your team could help out with, or at the very least give some guidance on. Built rapport there and you can have a good chance at converting to a sole-source, trusted advisor type of relationship.

likesmart

OP, here's the short version 1. Read your proposal / contract inside and out. Figure out exactly what is in scope - anything even slightly out of scope that the client may want is an opportunity. 2. Think about your work: what is it, what's the point, who is it going to, etc. Think about your specific client: what have you done for them, why did you do it? Do those needs exist somewhere else in the org? Think about if there is a way something you made could apply to other business units. "Hey, I built dashboard A but with some tweaks it could do B or C, which my client's ____ office could use" 3. Ask you manager what they mean.

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Essentially, be on the lookout for requests that are outside your current score or things you see that they need/are gaps that they haven't asked you for that your team can do for them.

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During our projects we discover so much broken shit upstream and downstream it’s a sea of endless opportunity if we wanted. We usually have to help solve some of that up and down stream stuff just to get our project to work. That makes us familiar with the up and downstream problems and then we can offer some help in those areas. If the client liked our quality they will usually just ask us for help.

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Talk to the client and ask them what else they are working on. Offer to help here and there (make sure it’s a small task), then, after you’ve started helping client,invite your manager to a meeting with client to talk about it.

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I’ve seen a Partner do this really well. However, this probably applies to more senior roles than analysts. The trick is to have a conversation with the client about their ambitions, concerns (what keeps them under stress / up at night), and what their boss expects from them / KPIs. Client stakeholders are real people who have their own interests within the organization. Then use that to find opportunities to help them succeed. By doing this, you are ultimately linking your success to the client’s success and forming a partnership.

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