AI Consulting
When to Refer a Client Whose Business Depends on One Person
An accountant, broker or adviser may see the dependency before the client has a name for it. A useful introduction begins with the work that keeps returning to the same person.
Start with something that actually happened.
Ask the client what waited during their last absence, which decisions came back to them, and what the team needed them to explain. Those answers reveal more than a general conversation about whether the business should use AI.
The person holding that knowledge may be the owner, a practice manager or a long-serving team member. Establish whose involvement the work depends on and what happens when they are unavailable.
Establish whether the client wants to change it.
Recognising a dependency does not mean the client is ready to address it. Ask what has made it matter now and whether they want help understanding the work behind it. If they do, identify who should join the conversation: the person doing that work and whoever would decide whether to invest.
You do not need to diagnose a technical solution before making an introduction. The useful starting point is a specific piece of work the client wants to change.
Make an introduction with enough context.
With the client’s permission, explain what the business does, which work depends on one person, and why they want to address it now. Include what the client has already tried and any constraints they want considered.
Keep confidential client records out of the initial introduction. The first conversation can establish what information is needed and how it should be shared.
Know what you are introducing them to.
Catalyst starts with a conversation about how the work gets done. If a mapping engagement is useful, the next step is two weeks of documenting the decisions, knowledge and work that depend on particular people.
The client receives the written map and a recommendation for what to build first and why. The introductory price is $999 including GST, credited in full if the client proceeds with the recommended build within 60 days of receiving the map. The client keeps the map whether they continue with Catalyst, use another provider or stop there.
The map, build and ongoing support are separate decisions. You can read the process and published pricing before discussing an introduction.
Discuss a client’s situation.
Book a free, 30-minute conversation with Dean to discuss whether Catalyst could help. You can start with a general description of the work without sharing the client’s identity.