Finding Investigation Clients
Finding investigation clients is perhaps one of the most difficult ongoing tasks for any professional detective to accomplish
. Unlike many other facets of building a successful detective agency, client acquisition is not based on experience or talents in the investigation arena. Instead, in order to succeed long term, detectives need to apply basic business principles to their companies, which is where they may come up on the short end of the proverbial stick.
When I first became a private eye back in the mid 1990's, I was very involved in target shooting and other activities which put me in constant contact with many retired police officers. I soon discovered that many of these "semi-retirees" left the force to get the pension, but began related careers in professional investigation. Now, I was a trial preparation investigator and received my work through an agency which was directly linked to law offices and insurance carriers. The overwhelming majority of these former cops were true private detectives courting individual clients from the civilian population. This turned out to be the beginning of some valuable lessons for me
Talking to many of these former officers, the single biggest complaint that they universally voiced was the general lack of available work and overall inconsistency of client assignments. It seems that despite all their years of police work, these seasoned pros has basically NO IDEA how to attract clients, retain clients and market themselves as private eyes. At the time, I was a novice investigator and was little help for advice. However, many years later, I could provide them with some guidance which may have saved many of their businesses from going belly-up.
Ok, so let's talk about what it takes to succeed in the private investigation field. Taking adequate training, learned skills and natural abilities for granted, the single biggest decisive factor for success is the ability to get work. That's it. Without steady work, there is nothing to do and no money coming in. I can tell you from my past experience that this is the most common greatest reason why investigation agencies fold. Many of those previously mentioned former officers rejoined to force somewhere else, became security guards or even went overseas looking for military contracting work, since they were utter failures as professional detectives. In essence, they made no money, despite incredible skill sets
So, here are some business pointers for would-be detectives and working detectives alike. First, never go into business for yourself without having a lifeline which will feed you case assignments regularly and steadily. There are many ways to achieve this type of connection, including networking with lawyers, bail bonds companies, insurance agencies, large corporations and other social connections. Investigation is a back door pass to almost any industry, but most detectives never figure this out. It is really a matter of who you know, more than what you know when it comes to getting new clients. Therefore, my first piece of advice is to take time and assert diligent effort to make connections in industries which will provide you work. Find ways of rewarding these connections to insure their loyalty and making this a win/win situation for all involved.
Next, it is great to offer generalized investigation services and this is what most clueless detective do. They figure, "Why pass up work?" While this is an admirable attitude, this also leads to becoming an expert in nothing and being known for nothing It is far better to specialize in a particular investigative niche and work your connections within that niche until you are the "go-to" person at the top of the food chain. If you like infidelity cases, make friends with every divorce lawyer in town. Go to meetings for recently divorced persons and make friends. These people will be happy to recommend you to friends who are going through similar situations. If you desire accident investigation assignments, make nice with every personal injury attorney (no matter how distasteful that may soundyuck) and network with EMS crews and insurance carriers. Maybe you have a background in criminal investigations and can utilize connections with active duty police to get your name into the right hands. There is truly no end to the possibilities here. Just be creative and think outside the box.
Finally, it is crucial to utilize the power of the internet. More and more people are shopping for goods and services online than any other way. If you can put together a fantastic website, you will be able to get tons of clients without trying too hard. Remember, once the site is online, it works 24/7 and does not require a salary Just remember to target the audience of the type of work you are offering. Following these rules will get you started on the path to success in the investigative arts and will provide a framework to build a business based on sound principles rather than hopes and prayers.
Finding Investigation Clients
By: Sensei Adam Rostocki
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