I was talking with a client, Jessica, last year in a coaching session who shared with me one of her “aha” moments. This particular discovery pertained to how to describe to prospective clients what she does. Jessica is a white-collar partner at a large international law firm who works with companies that face complex white-collar issues.
She was practicing her “land and expand” approach by meeting additional colleagues of her main contacts at existing clients. In a conversation with a large Silicon Valley client, a colleague of Jessica’s main contact asked, “Jessica, do you mind if I run a problem by you?”
Before Jessica could reply, Jessica’s contact said to her colleague, “Kathryn, that is exactly what Jessica is here for; to make any of your problems her problems.”