Networking to Expand Client Base

In my early career, I thought networking was all about building as many connections as possible. But I quickly learned that effective networking isn't about the quantity of your connections—it's about the quality. Throughout my career, the connections that have truly made a difference weren’t the ones where I just asked for help—they were the ones where I made it easy for others to want to help me. If you want to make others genuinely want to help you, it’s crucial to move beyond simply asking for favors. Instead, focus on creating value and building relationships where both parties benefit. So, how can you do the same? Here are four tactical tips to help you network effectively: ✅ Do Your Homework Before reaching out, research the person or company you’re interested in. Understand their work, challenges, and how you can add value. For instance, instead of asking a connection for job leads, do your own research first. Identify specific roles and companies you’re targeting, and then ask if they can help with an introduction. This approach shows initiative and respect for their time. ✅ Be Specific in Your Ask Whether you’re asking for an introduction, advice, or a referral, be clear and concise about what you need. For example, instead of asking, “Do you know anyone hiring?” say, “I noticed [Company Name] is looking for a [Role]. Would you be open to introducing me to [Person]? I’m happy to send you my resume and a brief write-up you can pass along, too.” This shows that you’ve taken the initiative and makes it easier for your contact to say yes. ✅ Offer Mutual Value When requesting a meeting or advice, frame it as a two-way conversation. Instead of saying, “Can I pick your brain?” try something like, “I’d love to exchange ideas on [specific topic] and share some strategies that have worked for me.” This not only makes your request more compelling but also positions you as someone who brings value to the table. ✅ Follow Up with Gratitude After someone has helped you, don’t just say thank you and disappear. Keep them in the loop on how their help made an impact. Whether you got the job, secured the meeting, or just had a great conversation, let them know. This closes the loop and makes them more inclined to help you in the future. Your network is one of your greatest assets—nurture it well, and it will be there for you when you need it most. What’s one networking tip that’s helped you build stronger connections? *** 📧 Want more tips like these? Join Career Bites - free weekly bite-sized tips to supercharge your career in 3 minutes or less: lorraineklee.com/subscribe 📖 You can also get behind-the-scenes stories, updates, and special gifts for my upcoming book Unforgettable Presence: lorraineklee.com/book

My greatest error when I started into this business? Thinking that doing good work would be enough to drum up word-of-mouth introductions. It was, until people stopping actively thinking about me as much as I desired. What can Fractional CFOs and FP&A advisors do to make connections easier and an ongoing part of business development? Here are the 6 activities I encourage: 1) Networking Don't just look for companies that need your help. Look for the people who know the people who need your help. Networking is a proactive activity to connecting with high-quality people with the sole intention of learning from them and helping them. It is not about passing out business cards and adding them to an email list. 2) Partnerships Seek a win-win-win scenario. If a company needs help, make it easy for others to refer you. If you are the right provider, you win. But so does the client and so does the referral source. Few of us have the time to send out cold emails, join 12 calls every day, all while doing client work. Teaming up with others who trust us and can market on our behalf increases the odds of connecting with great prospects. 3) Social Media We no longer have to meet people in person to show that what we do. But just as we wouldn't pass around business cards at a networking event, we shouldn't bombard people with constant pitches. A presence on social media doesn't need to be clickbait marketing and trying to hook people into consuming empty calories. Instead, it's an opportunity to showcase experience and expertise. 4) Sales Sales used to feel icky to me, because I felt that I was pressuring someone to buy into me. But sales isn't icky if what we're selling is the antidote to someone's pain. If we fail in selling the cure, we force prospects to buy a sub-par service from someone else. 5) Workshops and Speaking There is no better medium for business development, self-development, marketing, and networking than workshops and speaking. It forces us to develop confidence and mastery in our craft. It allows us to demonstrate our authority and expertise. But we can do this all within the context of service to others. They have come to learn something new and we can be the ones to offer those lessons. 6) Masterminds Masterminds allow people to come together to learn from and challenge each other. As an advisor, we don't have to be the foremost expert in the room. We just have to be able to run a great facilitation and share wisdom. ---------- Some people think that Fractional CFO work is all about word-of-mouth introductions, delivering a recurring accounting package, and coasting once they have a bundle of clients. But clients change. And that means that over time: Needs change Scopes of work change Demands on our time change We might no longer be the right fit Doing great work is not enough to build a sustainable and growing financial advisory practice. That's table stakes. Active marketing is the key to sustainable growth.

Conferences are expensive, boring, and typically have low ROI....but company-led EVENTS on the other hand can be powerful signals. Here's the exact playbook we used at Onward to organize profitable events where prospects can have a great time AND move closer to buying: ➝ 1. Align on your goal. I used to make the mistake of expecting a close within 30 days of an event and would be continually disappointed based on that expectation. Now I consider events another "touch point" in the customer journey/funnel. Our goal is simply to usher the customer to the next stage of the funnel. So if all your leads are top of the funnel, don't expect to close at the event. It's about a) learning what moves the needle for them and b) educating them on our ROI. This will result in moving them to the next sales stage. Your mindset and intentions here are important because otherwise, your pitch will misfire and either come off too brash or too aggressive. ➝ 2. Set the agenda to be what the client would want—not what you want. One of our go-to tactics is mixing education and entertainment. We would create an interactive, immersive learning session w/ a world-class expert with a focus on equipping attendees with tangible takeaways in addition to networking. ➝ 3. Find great partners. In order to share the budget, we typically find like-minded companies that we want to partner with and share customer leads. We participated in Retention.com's marquee summer event in Malibu called Retox and it was one of the more lavish events we've been a part of with over 200+ brands attending. It takes a lot to move the needle for customers to get excited and sometimes you have to go all out! ➝ 4. Yet the simplest format is often the most effective—an intimate, private dinner. You'd be surprised at how much common ground you can find with a potential customer over a 2-hour dinner. Typically there are no pitches, just real connections. The sales pitches will come later—but upfront it's about getting to know one another and seeing how it would be to work together. Sales is about developing relationships and meaningful relationships are built when people can let their guard down and simply connect as human beings. And that's exactly what we aim for. So if you're tired of the same old networking scene and you're craving experiences that truly move the needle, I'd love to connect. What are some unique events you've thrown? I'm always looking for new ideas.

Business development can feel overwhelming. I know a lot of people who don’t do anything because they think it’s going to take too much time or they don’t know where to start. The truth is it doesn’t have to be complicated. Fall is the perfect time to take small steps that keep you visible and connected before the year ends. Here are 20 things you can do this season to move your business development forward: Strengthen Relationships ✔️ Look through your calendar and follow up with three people you met once but never kept up with. ✔️ Send a handwritten note to a client or colleague — it stands out more than email. ✔️ Reconnect with three people in your network who left your firm or company. ✔️ Reach out to a mentor or former boss and update them on what you’re doing now. ✔️ Invite a junior contact to coffee — future decision makers often start here. Increase Visibility ✔️ Comment thoughtfully on three LinkedIn posts each day from people you want to stay close to. ✔️ Record a two-minute video sharing an insight or answering a question you often hear. ✔️ Share a client success story (with permission) to show the impact of your work. ✔️ Write a LinkedIn recommendation for someone in your network without being asked. ✔️ Share a behind-the-scenes look at your work process to make your expertise relatable. Leverage Content ✔️ Post an article or podcast link to a client with a note on why it made you think of them. ✔️ Share a client alert or industry update with your own commentary added. ✔️ Review upcoming conferences and pitch yourself for a panel or breakout session. ✔️ Offer to guest on a podcast or webinar where your target audience is listening. ✔️ Reach out to an industry journalist or editor with an idea they might quote you on. Build a System ✔️ Audit your LinkedIn “About” section and make sure it reflects who you are today. ✔️ Make a list of your five happiest clients and brainstorm ways to deepen each relationship. ✔️ Check alumni databases for new connections you haven’t tapped into yet. ✔️ Block one recurring weekly slot on your calendar dedicated to relationship building. ✔️ Pick two stalled opportunities in your pipeline and re-engage them. Business development doesn’t have to be complicated. The real mistake is doing nothing at all. Pick a few of these and commit to them this fall — you’ll be surprised how much progress you can make. Which of these ideas are you going to try? Let me know below! #BusinessDevelopment #LegalMarketing #MarketingTips #LinkedIn

It’s fall, and you know what that means: It’s networking season! Many people shy away from networking events because they can be uncomfortable. I understand that - it's normal to feel out of place when you don’t know anyone. But what if you had a strategy to turn every event into a meaningful opportunity? Let me share two simple but effective strategies I use to feel more comfortable and maximize my time at large gatherings: My first tip? Always have a question ready. When you’re at a networking event, people will react positively when you approach them. Everyone’s there to network, right? You can go up to someone and ask something easy like, “What are you most excited about right now?” or “Tell me about you.” These questions open the door to deeper conversations that  take you beyond small talk. When they answer you can pick out something to hook onto to bring the conversation to a deeper level. . The second tip? Have a follow-up plan. As you talk, think about ways you can contribute to the person’s life—a relevant article, podcast, or even a LinkedIn connection. By offering something valuable, you create a natural follow-up that helps maintain the relationship. These strategies help you get value from the event. Networking isn’t just about adding more contacts—it’s about building connections that matter. It’s the difference between feeling like you’re just passing out business cards and walking away with relationships that last. Networking events may be contrived, but with practice they can help you achieve your goals. What’s your go-to strategy for making meaningful connections at networking events? #networking  #strategy  #communication

How to win Clients as a Fractional CFO Study these channels to grow your firm 👇 Let’s break it down: ➡️ NETWORKING EVENTS Show up where your ideal clients gather. Industry-specific events are opportunities to spot businesses needing financial guidance. One genuine conversation here often turns into a long-term client relationship. I've landed some of my biggest clients just by being in the right room. ➡️ COLD OUTREACH Skip the templates. Craft proposals that show you've studied their business inside out. When you speak directly to their financial pain points, decision makers take notice. Your first message should make them think "this person gets my business." ➡️ WEBINARS & WORKSHOPS Monthly financial planning sessions are your stage. Share frameworks that business owners can use right now. The best part? Every attendee becomes a warm lead. ➡️ PARTNERSHIPS Business attorneys and tax firms want the same thing you do - client success. Build referral systems that make sense. When everyone wins, your business grows naturally. ➡️ ONLINE COMMUNITIES Finance groups need expert voices. Jump in, solve problems, build authority. Don't sell - serve. The clients will follow. Focus on giving real value first, and watch how quickly you become the go-to expert. ➡️ INFLUENCER MARKETING Team up with business coaches who get it. Create content that shows real financial impact. Their audience becomes your audience. Choose partners whose values match yours - authenticity sells. ➡️ PODCASTS & KEYNOTES Share war stories that matter. Focus on transformations, not theory. Business owners want proof, not promises. Every speaking engagement is a chance to demonstrate your expertise to dozens of potential clients. ➡️ LINKEDIN ENGAGEMENT Post daily insights about financial challenges your target market faces. Comment thoughtfully on posts from potential clients. Share client success stories (with permission). The platform rewards consistency and value. ➡️ SEO & BLOGGING Create content that ranks for what your ideal clients search. Focus on specific pain points and solutions. Each article should offer actionable tips a business owner can implement today. This builds trust before they ever reach out. === 🤔 The beauty of this playbook? You don't need to implement everything at once. Start with what resonates most with your style. Test, measure, and expand from there. What methods are you using? And have I missed anything? Join us in the comments below 👇

Here’s a secret to help you supercharge your networking. Stop trying to hit home runs with every touch point. Instead, focus on small wins that move the conversation forward. I see so many people making big / vague asks up front: “Can you hop on a 30 minute call?” “Tell me how you accomplished [Big Thing].” These people are super busy and they’re receiving this email from you - a total stranger. The last thing they want is another item on their to do list. Instead, start with a small, simple ask that they can reply to in <30 seconds. Here’s a formula that's been really effective for me: “Hey [Name], your experience in [Industry] is really impressive. I know you're busy, but I just had to ask: If you had to start over and work your way back to [Insert Achievement], would you do A or B? A: [Insert Actionable Thing] B: [Insert Other Actionable Thing]” This formula makes is incredibly easy for them to say "I'd do A" or "I'd do B." Now the door is open! Go do thing A or thing B, get results, and report back. Let this person know you took their advice and then ask for more. This positions you as someone who values their advice and has an action bias -- someone worth investing in. That's going to lead to deeper conversations and stronger relationships!

Sellers often mistake connections for relationships. Here are 5 ways you can build high-impact relationships, whether they’re specific to an opportunity, or they’re part of your greater network. ✅ Map out the relationships you have for a specific opportunity. I do an exercise with clients where we build out their relationship ecosystems and buying roles in an opportunity. This will give you a picture of strengths and gaps. Mapping your relationships doesn’t need to be time-consuming; it will pay off by helping you accelerate progress and reduce risks in your opportunities. ✅ Assess for gaps and get beyond the typical silos. You might be building relationships only where you’re most comfortable. Your success will be in getting beyond your comfort level; you can do that by assessing and filling in relationship gaps. In mapping your relationships you’ll see patterns. For example, you may see a pattern where you’re selling only one product or solution to one type of role. You’re siloed and likely missing many other relationships. This is especially important if your growth strategy includes expanding different products or services within your client base. ✅ Build your strategic alliances. This one strategy has made a significant difference in both the quality of my relationships and the quality of the opportunities I’m able to create. Do you have alliances outside of your organization, with other providers serving like clients? A way to begin is by creating a list of the tangential providers who sell non-competitive products or solutions to your clients and verticals. From there you can assess which ones are the most promising and begin building those relationships. ✅ Focus on deepening relationships with current clients. In the quest to always earn net-new clients, deepening relationships with current clients is often forgotten. But this can be the best source of continual, high-quality opportunities. One strategy is to create a list of your top ten clients and then create a relationship map for each one. See where you can uncover new relationships and new ways to serve that client. You’ll amplify your success with a client where you already have trust and credibility. ✅ Aim higher in the organization. You might be used to working in the middle of an organization, and in many cases that may be where your decision-makers are. But you can (and should) build awareness and relationships at the higher levels of an organization. Ways you might start this process include introductions on LinkedIn, sharing of research and insights that can improve their business, or a request for a higher-level leader to join your next account review or project meeting. To get started, choose one of your top clients and begin working through at least one or two of these strategies with that client in mind. It will undoubtedly open more relationships and also opportunities to serve your client and win high-value business. #ModernSeller #Sales #Relationships

Your next client is probably two connections away... so why aren’t you tapping into your network? Here’s the truth: Referrals aren’t luck—they’re strategy. And they’re one of the fastest ways to land clients. But here’s the thing: Your network can’t send opportunities your way if they don’t know what you do or who you help. It’s not their job to guess—it’s your job to tell them. According to LinkedIn, 84% of B2B buyers start their decision-making process with a referral. That’s why building relationships and asking for referrals isn’t just important—it’s essential. Actionable Advice 👉 Send a message to 3 people in your network TODAY. Make it simple: “Hey [Name], I’m looking to help [specific type of client] solve [specific problem]. Who do you know that might need support in this area?” No hard sell. No pressure. Just a genuine ask. Ready to make your network your biggest growth tool? Download the 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 and learn how to turn connections into clients. 👉 https://lnkd.in/encdUMTd The opportunities are there—you just have to ask.

3 Things I Do to Turn My Network into a Source of New Leads Every Day. There is no lack of GTM experts on LinkedIn, teaching the "best" methods to sell your product or service. What if lead generation doesn’t always mean finding brand-new contacts? Sometimes, your next client is already within reach—in your 'Go To Network' of family, friends, past clients, and professional connections. GTN > GTM!!!!!! Here’s how I tap into my existing network daily to create fresh opportunities: 1. I Reach Out to 3-5 People Every Day. Each day, I dedicate a few minutes to connecting with people in my network, one-on-one. This isn’t about making a “sales” call but rather a check-in. Maybe I’ll congratulate someone on a new job, catch up with a past client about their home, or just say hello to a colleague. Little, authentic touchpoints help me stay top-of-mind without feeling pushy. 2. I Use “Connection Types” to Keep Outreach Interesting and Relevant. To avoid repetitive outreach, I rotate between different types of messages: Personal Check-Ins: A friendly message to see how someone is doing, or just to catch up. Value-Adding Messages: I’ll share an interesting trend or a quick tip with someone who may be interested. Milestone Celebrations: Birthdays, anniversaries, promotions—recognizing these moments strengthens the connection. 3. I Track It All in One Place. Keeping track of my daily outreach means I don’t accidentally ignore parts of my network. Whether it’s a CRM, a notebook, or a simple spreadsheet, I log my connections and set reminders to follow up periodically. This way, my outreach feels consistent and intentional, building strong, trust-based relationships over time. The best part? This “Daily Outreach Habit” only takes 10-15 minutes each day, but it creates a reliable flow of leads through natural, warm conversations. Remember: You don’t have to go to the market for new leads—you already have them in your network!