The president of a small industrial hygiene consulting firm in the Southwest recently told Industrial Safety & Hygiene News she'd like to know how other consultants find "good customers." That is, what does it take to get clients who aren't just looking for the low bid, but who want professional work at a reasonable price?
Of course, any potential client's first concern is going to be cost. "But smart companies look beyond what they're going to save; they look at how they're going to use outsourcing to grow their company and be more competitive in their market," says Michael Corbett, whose Poughkeepsie, New York, firm Michael F. Corbett & Associates coaches Fortune 500 firms in strategic outsourcing techniques and whose three-day seminar "The Disciplines of Outsourcing" educates users and providers around the country (for information call 914-463-1110).