Are you prospecting for gold?

The California Gold Rush took place from 1848-1855 when gold was found at Sutter's Mill in Coloma, CA.  The new gold that was brought to the money supply reinvigorated the American Economy, rapidly accelerated California's path to statehood and dramatically increased the population of the state.   With the COVID19  restrictions on business another gold strike would be a welcomed event.   What are you prepared to do about it?

Most of the people that I provide services for work in Civil Engineering & Environmental Services.  A large percentage of those people are technically inclined, methodical, risk averse and not inclined to be enthusiastic about selling the services of the companies that they work for.  From the period of 2008-2013 we saw that the professionals that flourished during that period were those that found ways to acquire new business from their clients or to sell their company's services to new clients.  We haven't begun to see the fallout from our business closures but it will hit this industry segment pretty dramatically.  As Municipal, County, State and Federal Governments struggle with revenue shortages due to the economic downturn there will be less capital available for infrastructure work like highways, roadways, water treatment plants and more.  Private companies will put expansion plans on hold and land developers will also wait until demand increases before building once again.  Manufacturing will curtail operations leaving less work in the cleanup and/or compliance at their facilities.  Civil Engineers, Geologists and Scientists that provide services to those entities must learn to successfully sell services in order to experience continued income growth and even to remain employed.  Start today by actively discussing issues that are creating problems for your clients.  Look at your company's on call and master service contracts.  Begin to make calls to those clients asking what help that they might need.  You will be surprised that you will start to win new business.  It isn't pleasant,  you will experience rejection, but you have to do it.  Discuss going to client meetings with your boss, attend association meetings (probably by web conference right now), volunteer to participate when your firm is attending pre-bid conferences.  Do everything that you can to help win business.  It will earn recognition, bonuses, promotions, pay increases and help insure that your career continues its' upward trajectory.

Whatever your profession, you will be greatly rewarded by becoming an aggressive advocate and helping your firm to grow their market share.   Now is the time to embrace developing this skill set if you are not already actively selling.