Being the go-to person is the key to success when you decide to concentrate your services on a special area of practice or a specific industry.
If you want to succeed as a go-to person you have to develop industry-specific knowledge.
Find out if there already is a go-to person or firm in the area which is making it difficult to win more business.
The approach to becoming a go-to person or firm in a service area is different from that in an industry--the number of potential clients usually is much larger but there are fewer communications channels that reach the target market.
Many firms find advertising in local newspapers and other publications an effective way to develop a go-to image.
Of course, you can't always be the go-to person for every industry or service area.
Here are some questions to consider before you try to become a go-to person in a niche.
check] Is there currently a go-to person or firm in the market?
A go-to person is perceived as one of the most knowledgeable experts in the field.
For example, find out if there already is a go-to person in the area who would make your job difficult.
THE APPROACH TO BECOMING a go-to person in a service area is different from being an industry champion--the number of potential clients usually is much larger but there are few communications channels that reach the target market.
Successful go-to persons usually volunteer for the assignment and often are instrumental in selling their fellow partners on developing the area.