Become The Person To Call When They Don’t Know Who To Call

What if you had more control over your work and your career?

Here’s something surprising: In jobs where people have more freedom to decide what to work on, top performers can be up to 800% more productive than average.

To reach that level, you need to make a shift. It’s not just about doing work.

It’s about building relationships and creating opportunities that add even more value.

Here’s how to get started:

1. Keep Doing Great Work

You don’t need to stop delivering excellent results. In fact, being great at your job makes you the ideal person to win new work.

Why?

Because clients trust experts, and you’re one of them.

What can you do next to be more recognized as an expert?

2. Start Within Your Organization

Look around your workplace. What do others do?

How can you bring their expertise to your clients? By learning more and connecting the dots, you become the person who solves bigger problems.

What can you do next to build your relationships internally? To learn what value others provide?

3. Learn from Top Performers that Bring in Business

Shadow someone who’s great at bringing in business.

If that’s not an option, find tools, videos, or books (like Give to Grow) to teach you proven methods.

Who do you want to learn from? How can you add value to them while you absorb what they’ve done to become great?

Make it a win / win for them to spend time with you.

4. Focus on Actions, Not Outcomes

Set small, doable goals each week.

For example, take 15 minutes a day to build relationships with key people. Or, each time you’re working with a Top Performer, ask them what advice they have for you to improve.

Those simple actions will lead to big results over time.

What habit could you weave into your routine?

5. Build Relationships Early

The best opportunities come from the connections you’ve already made.

Next time you’re with a client, tell them you want to become an external resource to them. Then ask them what’s important to them. Examples:

What are your top priorities in the coming year?
What topics are you interested in learning more about?
What types of people do you need to add to your network?

Then, fall in love with their problem. Ask follow up questions. After you leave, follow up, dripping out value over time.

Balance offering helpful things your organization can do with things it can’t.

You’ll build more trust that way because it’s clear you’re trying to be helpful in any way possible.

The best way to be the person they call when they don’t know who to call is to show them what it looks like.

Showing > Telling.

Winning work isn’t about pressure-filled pitches or slick sales tactics. It’s about creating trust and helping people solve problems before they even know they need help.

When you’re the person they call when they don’t know who to call?

You’ll get the call.

And most times, when you can help them commercially, they won’t call anyone else.

We have a YouTube video on this topic that you can find here!