How do you sell your ISO9k consultations?

[MD]

How do you reach your target market? What methods? Our sales seems poor... Yours?

[Marc]

Maybe the others can tell you about their methodology. I don't really have one per se. For a number of year most of my business was through recommendations. I have gotten some good business from this web site in the past, but there are so many ISO experts anymore with effective advertising 'machines' that competion is tough and the internet is now full to the brim with ISO web sites and consultants. Last year was the worst I have had in 12 years and while this year has started out well I really don't expect it to be that much better than last year.

In addition, many companies now have gone through ISO. Most of the biggest have 'done it'. So the pool of unregistered companies is shrinking. Most of those left are smaller and not big money makers. The money now is in registration. Registrars are popping up everywhere too, for that matter. Basically it's a US$20K buy in.

Some consultants develop an alliance with a registrar, their local Chamber of Commerce and/or other group(s). Some cold call. Many drive their business through 'free' or low cost courses. I've seen advertisements for people to sell services - so if you're willing to pay a sales person that is an avenue.

[M Greenaway]

What is the potential for expanding your consultancy from pure ISO9001 consulting ?

Could it be possible to actually issue ISO9001 certs ?

Or get into other certifiable awards, e.g. ISO14000, OHSAS18000, IIP, or the mirriad of trade association approvals.

A geat many bodies also offer inspection services, this could be another route to take.

[barb butrym]

I am with marc...tried several approaches, but the real work comes from network and referrals. I don't do "selling" well so I tend to stay with referrals.....I do public training courses, which adds to the network...typically a new network contact takes a year plus to come to fruition. Last year was a good enough year (had some personal things going on and couldn't have handled any more), I did mostly department of defense stuff though, (not ISO) and training. I have a niche in electronics workmanship training. I do IPC as well as hybrid chip and wire...every few years that takes over on me. I seem to be the only one in the area doing it, and DESC recommends me .....this year looks like it will be 17025 and 9k2k upgrade training for auditors stuff. I hooked up with a registrar and let them know when I have some free time and they fill it.

So to answer the question.......yes get a niche to break in....and/or take up the slack