Marketing Secret: Identify a Problem, Create a Solution and Give it Away

Posted on June 29, 2009 by Cordell Parvin

I owe a great deal of the opportunities I had to work with clients to the guides I created when I identified potential client problems. Here are just a few examples of problems I discovered and guides I created and gave away:

  1. In 1982 Congress required for the first time that 10% of the federal highway construction funds be spent with “Disadvantaged Business Enterprises.”
  2. I found contractors were losing claims for additional compensation because they did not comply with contract requirements.
  3. In the early 90s, Alternative Dispute Resolution became popular for handling construction contract disputes.
  4. Later in the 90s, design build and innovative contracting techniques became popular.
  5. Over the last several years, rising costs for oil and lack of availability of cement and steel increased contractor risks.

If I was still practicing law I would have the guides downloadable from my website bio. I may even make them into ebooks. David Meerman Scott is an author I like. He recently posted a blog with 30 tips on how to create an ebook.

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