By Nicole Weber
Something the NDIS has done is created a rapid expansion to the disability sector. The scheme has seen small to medium start-ups in response to more demand for services. What we have seen is a lot of businesses out there on their own doing their best to thrive. Many of them are new to business and others were already set up but not necessarily with the aim of providing services to people with a disability. You might be reading this and thinking ‘yep, that sounds like us’.
There’s a whole lot of data around that tells us that 30% of businesses don’t make it into their second year. For lots of reasons, businesses fail. For operators in the NDIS there’s the added complexity of supporting people who might be vulnerable and have additional needs to their ‘mainstream’ customer base. So how can these businesses increase their chance of success?
One bit of advice I give to small and medium businesses who are providing services to NDIS participants is to build their network. It’s the trick of working ON your business as well as IN your business.
In the days before the NDIS there were loads of opportunities for organisations to network. There were interagency meetings, local conferences, professional development events… you name it. A lot of those forums don’t exist anymore.
Why do you need a network?
I speak from experience when I say that it’s much easier to bring on new clients when they’ve been referred to you by someone else. ‘Cold calling’ and trying to make new connections is hard work. A trusted network of people in the sector means more people are talking about your business.
How can you network most effectively?
Again, I speak from experience. think about the different types of services your current customers use and are looking for. Better yet, ask them. Find out what people need. Then look for one or two small to medium services that could meet that need. You also want to find services that have similar values to yours. Make contact with their CEO or Manager and ask if they’d be interested in meeting for a coffee. My suggestion is that you approach and meet with at least one new contact every month.
How can you network most effectively?
Again, I speak from experience. Think about the different types of services your current customers use and are looking for. Better yet, ask them. Find out what people need. Then look for one or two small to medium services that could meet that need. You also want to find services that have similar values to yours. Make contact with their CEO or Manager and ask if they’d be interested in meeting for a coffee. My suggestion is that you approach and meet with at least one new contact every month.
You’ve made contact, what now?
When you meet with them, learn about their service. What do they offer and how do they prefer to get referrals? Give them a brief spiel about your service – keep it to a couple of minutes. Most people prefer to talk about themselves and their service. This meeting is about building a connection. If it looks like there’s some good options to refer to one another or support each other’s purpose in some way, you might suggest a regular catchup. In fact after you’ve been doing this for 6 months you will hopefully have 5 or 6 great connections. You may want to bring people together to create your own networking group.
Takeaway tips:
- Share what you know generously; we’re believers in an infinite mindset. That means we aren’t in competition but instead we want to learn from others in our sector. When you share your knowledge and connections with others, it adds to your trustworthiness and credibility as a provider.
- Take a targeted approach; be a purposeful networker. By doing your homework and choosing who to approach based on their organisational values and purpose, you’ll already have something to talk to them about.
- Better to keep the circle small and deep; relationships take ongoing attention to flourish. By keeping your networking circle small, at least in the first year or so, you’ll have more chance of giving those relationships the attention they’ll need. Go too big and you end up on a merry-go-round of meet, greet, and move on.