5 Tips for Risk Managers to Win More Clients
It can be hard for risk managers to find new clients who believe in the value of their service. Many companies do not think risk management is worth it because of the “that won’t happen here” mentality, but this could not be further from the truth.
In this article, we are going to share five tips for risk managers that will help you win more clients.
1. Prove Your Value with Examples
Not everybody understands what a risk manager does and of the few who do, many view risk managers as obstacles to running a business. Those who do not understand the nature of risk management may not see its value. Others could have had a negative risk management experience in the past.
When connecting with these individuals, use your past successes as examples to show your value. Examples backed by data and analytics will prove your value to current and potential clients and help them better understand your role as a risk manager.
Further, prove your credibility by researching the business before connecting and come to the table with ideas on improving their levels of risk and pointing out areas that may have been looked past.
Prove your success and keep current clients by delivering remarkable results and staying in contact regularly. Share your findings and how you improved or plan to improve risk levels.
2. Tailor Your Authentic Message to Your Clients
Make sure you understand who you are selling your service to. If you are talking with somebody you will be in contact with regularly, a more casual tone is appropriate. This is also the person who will have the best understanding of what you are doing so do your best to explain everything to them and keep them up-to-date.
If you are talking to somebody higher up with purchasing power, they are on a tight schedule and don’t have time for all the technical details. When talking with these individuals include only information that is necessary and keep it short and clear.
If you tailor your message to your audience, they will have a better understanding of what you do and be more likely to choose your service.
While tailoring your message to your audience is important, you need to make sure your message is authentic. For example, if you are talking to somebody who you know is unsure about your service, do not add or change anything in your message. Make sure you present the truthful message to them in a way they will understand and appreciate your message.
3. Invest Time in Networking
Take time to get to know the people you will be working with. A lot of risk management depends on making assumptions that certain things will happen so get to know those who will be affected by risks to have a better understanding of where more care may need to be taken.
It is also important to build connections with people you will be working with across the organization. Building relationships with people in different departments assures nothing will fall through the cracks, and you will be aware of risks in various parts of the organization.
4. Failure Should Not Define You
No matter how hard you work, there is a chance your risk insights will be overlooked. Take these situations as an opportunity to investigate how you are presenting your insights. Next time you can present these risks in another way that will encourage buy–in. Ask for feedback to improve the way you present, the types of risk you are accounting for, and where your clients would like to see improvement.
5. Leverage Yourself with an Easy-to-Use Risk Management Software
Implement risk management and certificate of insurance (COI) tracking software into your strategy. Doing so will save you time and show clients you have the tools needed to take care of all their compliance needs.
Schedule a free demo with SmartCompliance to see how our software can help you.