After months of uncertainty and challenges, Brian and Mary Jo Sullivan reflect on the pivotal moment when they secured their first project. This experience serves as a reminder that every entrepreneur’s journey involves risks, sacrifices, and the potential for great rewards.

Landing the First Project 

After months of roller-coaster ups and downs for what felt like great opportunities that didn’t end up in signed contracts, we finally landed our first project. As our family’s savings account dwindled steadily, the urgency to land work became very real, and so my fear of cold calling dissipated. It’s funny how that happens. After blindly reaching out to literally hundreds of potential clients to introduce myself, I spoke with a property manager who had a difficult building with very little money to spend. Perfect. They needed a leak investigation performed for minimal cost and as quickly as possible. 

Again, perfect. I was so hungry for work that none of those red flags mattered. I submitted a proposal for $2,000 for what should’ve been a $6,000 project; I just needed that first project. Several days later, I received a call from the client stating that they wanted to award me the project, but could I do it for $350? Ughhh, really? Well, $350 that month would be better than the zeros I had been putting up over and over again. So, I accepted the reduced offer and received a signed contract. Although the contract was for a fraction of the real cost of the project, I had my first project. It felt fantastic. And yes, I still have a copy of that check framed. In one of his first TED Talks, Simon Sinek describes the law of diffusion of innovation. 

Essentially, he very eloquently discusses the type of client that is willing to be the first. He refers to them as innovators versus those who are comfortable being the second client, who are referred to as early adopters and then the majority.2 It’s really a fascinating concept I wish I considered when deciding who to target. Instead of hundreds of phone calls with a shotgun-style approach, I may have used more of a sniper rifle approach to target the clients I thought would be in the first two groups. Although this new client would not likely have otherwise been an innovator, their financial position and urgency forced them to be. Well, either way, I had my first client. I’ve learned that business development is like a snowball rolling downhill—really, all of business is. It takes a lot to get the first little snowball formed and rolling, but once it starts to roll, it builds size and momentum. That certainly was the case for us. 

Securing that first project was a transformative moment for Brian and Mary Jo. It underscored the importance of persistence and flexibility in the face of challenges. By embracing the need to adapt their approach and accepting the first opportunity that came their way, they set the foundation for future success.

As they continue to navigate the world of entrepreneurship, they encourage others to remember that every journey begins with a single step. For more insights and inspiring stories on entrepreneurship, be sure to order Entrepreneurial Trinity.