Now that you have traveled to and from the location safely, with all the resources and equipment necessary to complete the inspection, you had the close-out meeting and everyone was ecstatic, you even submitted the report to the client on time! You are all done and can move on to the next project right?
Well, yes you could and probably should, but, you could be missing out on more work, better networking, lessons learned, and your own continuous improvement and professional development.
After sending the report to the client, follow up to see if your report specifically met their requirements. Did it contain the relevant information they wanted? What would they have liked to have seen in the report? What was missing or which parts were too in-depth? Be prepared to own your mistakes if there were any, and thank the client for their input. You are not seeking their review of the report though, you are trying to engage with them to develop a level of trust so that they are comfortable seeking your input.
Follow up with the asset you inspected. Are there any further questions the crew or operators have? Is there any way you can assist them in closing the findings of the report? Did you identify something during the inspection that would benefit from your knowledge, skills, and reputation? Are DP trials, ISM audit, training, off-hire or on-hire surveys coming due?
This is basic marketing. It needs to be in your skillset and you need to be comfortable with it, or at least be able to fake it. It is much easier than cold calling and trying to find out who to talk to through a secretary, you now have their details and a reason to contact them.
Some quick tips for following up:
- Follow up within a few days of sending the report while it is fresh in their minds.
- Do not send an email with a subject line “Follow up” or similar.
- Do not start an email with “Just following up” or similar.
- Include an intro that triggers their memory.
- Include how you can add value by offering something that solves their problems or meets a need they have.
- Then finish with a call to action letting them know what you want them to do.
If you are struggling with how to follow up there are numerous websites giving advice and email templates on how to follow up in various scenarios. Google it.
The worst that could happen is that they say “No”. Some research has shown that on the fifth time of asking you may get a “Yes”, so follow up on the follow-up and build a level of trust with the client through the process of following up. Show them that you are thoughtful, trustworthy, and capable.