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This is something I just started thinking about today. I started my business with a client already and have an ongoing engagement for the next several months, but need to start building my base for after that. Because the market I’m looking at will be hesitant to spend money on a project manager (just more expense for a small business) I was thinking about offering a free period of advice or help, perhaps through some people I’m hoping will be on-going referrers for me in the future (eg: to an Operations Manager or Leasing Exec in a shopping centre who might have a tenant that needs help).

I’d love to know if anyone else has tried this approach to open up their market, and how it went for them.