From Engineer to Fractional Growth Expert: Adam Kimmel's Journey and Strategies

In a world where companies are increasingly turning to fractional executives, standing out can be challenging. But what if your unique background could become your greatest asset? 

That's exactly what Adam Kimmel discovered on his journey from cubicle-dwelling engineer to sought-after fractional head of growth. We’re diving deep into Adam's story, exploring the strategies he used to make this transition and how you can apply them to your own fractional career.

The Accidental Strategist: How an Engineer Became a Growth Expert

Picture this: A young engineer sits in his cubicle, diligently working on complex calculations for client projects. This was Adam Kimmel's daily routine, but he wasn't content with simply following instructions. He began asking a crucial question: "Why?"

"I would sit in a cube doing calculations all day," Adam recalls. "But the more I did it, the more I started to see trends and themes in the requests."

This curiosity led Adam to probe deeper into client needs, often uncovering system-level issues that weren't apparent at first glance. He started proposing alternative solutions that not only solved the immediate problem but also addressed broader challenges, often resulting in significant cost savings for clients.

Key Takeaway #1: Always dig deeper than the surface-level request. Understanding the 'why' behind client needs can open up opportunities for innovative solutions and position you as a strategic partner.

The Power of Translation: Bridging Technical and Business Worlds

As Adam's reputation for innovative problem-solving grew, he faced a new challenge: explaining his complex solutions to diverse audiences, from fellow engineers to business leaders and salespeople.

"Someone would ask me to describe what we did," Adam explains. "So I started writing presentation decks for technical, business leaders, and salespeople to explain it."

This experience honed Adam's ability to translate technical jargon into business benefits, a skill that would prove invaluable in his future role as a fractional growth expert.

Key Takeaway #2: Develop your ability to communicate complex ideas to diverse audiences. This skill is crucial for fractional executives who need to quickly demonstrate value to potential clients.

The Gradual Transition: From Full-Time Engineer to Fractional Executive

Adam's transition wasn't an overnight leap. It began with former employers and clients reaching out for help on specific projects.

"People would start changing jobs more frequently," Adam notes. "Former employers that remembered me would come and ask, 'Hey, remember that thing we did three years ago? Can you do that again at my new company?'"

This organic growth of side projects led Adam to realize there was a "blue ocean" of opportunities for someone with his unique skill set. He began actively seeking out problems he was well-suited to solve, leveraging his network of past relationships.

Key Takeaway #3: Create a list of 20 former colleagues or clients. Reach out to them not to sell, but to genuinely ask about their current challenges. This can often lead to project opportunities or referrals.

Crafting a Unique Value Proposition: The Fractional Head of Growth

As Adam transitioned into full-time fractional work, he needed to clearly articulate his value proposition. He positioned himself as a fractional head of growth, specifically targeting industrial manufacturing and engineering companies.

His unique selling points include:

1. The ability to "speak fluent engineer" while also understanding business objectives
2. A rare combination of engineering knowledge, marketing expertise, and business development skills
3. Experience in translating technical features into compelling business benefits

Key Takeaway #4: Identify your unique combination of skills and experiences. How can you package them to solve specific problems for a particular industry or type of company?

Pro Tip: To showcase your unique value proposition and connect with potential clients, consider creating a free profile on Mylance. Sign up here to get started and increase your visibility as a fractional executive.

Building a Client Acquisition Machine: Adam's Multifaceted Approach

Adam doesn't rely on a single strategy to find clients. Instead, he's developed a comprehensive approach that leverages multiple channels:

1. LinkedIn as a Primary Tool

Adam estimates that 95% of his business that doesn't come from existing relationships originates on LinkedIn. His strategy includes:

• Posting content regularly that focuses on technical insights and growth strategies for his target industries
• Actively engaging with posts from potential clients and industry leaders
• Maintaining consistent engagement to keep target accounts visible in his feed

Key Takeaway #5: Commit to spending 30 minutes each day on LinkedIn. Post one piece of content and meaningfully engage with at least five posts from your target audience.

2. Job Posting Analysis

Adam regularly reviews job postings from ideal client companies, looking for roles that align with his skillset. He pays particular attention to companies that don't have a dedicated "head of growth" role, as these are potential targets for his fractional services.

Key Takeaway #6: Set up job alerts on LinkedIn and other job boards for roles that align with your expertise. Review these weekly to identify potential client companies.

3. Targeted Outreach

After identifying potential clients, Adam crafts personalized outreach messages. He sometimes uses introduction videos to stand out from typical text-based messages.

"I always leave it with, 'Let's check in in six months,' or agree on a time scale that they've said it's okay to contact them again," Adam explains. This approach keeps the door open for future opportunities.

Key Takeaway #7: Create an outreach template that you can customize for each potential client. Include a specific observation about their company and a clear value proposition.

4. Content Creation Strategy

Adam develops content based on themes and pain points he observes from engaging with target clients. He creates process maps and step-by-step guides for common growth challenges in his target industries, sharing these resources freely.

"If there's a direct outbound or DM strategy that you found to work, make a process map of that," Adam suggests. "Then do a content plan: Here's steps. Here's a deep dive on step one, step two."

Key Takeaway #8: Identify the top three challenges your potential clients face. Create a detailed guide addressing one of these challenges and offer it as a free download on your website or LinkedIn profile.

5. Offering Flexible Engagement Models

To lower the barrier to entry for new clients, Adam often proposes pilot projects. This allows clients to experience his value before committing to longer-term engagements.

"Don't try to lock someone into a model that forces a marriage before you even really know each other," Adam advises. "You need some way to get them comfortable with working with you but also lets you demonstrate the value."

Key Takeaway #9: Develop a 'pilot project' offering that addresses a specific, high-value problem for your target clients. Make sure it has clear deliverables and a defined timeframe.

Scaling Your Fractional Business: Leveraging Mylance Scale

While Adam's strategies are highly effective, implementing them consistently can be time-consuming. This is where services like Mylance Scale come in. Mylance Scale is a high-powered, curated marketing engine designed specifically for fractional businesses.

Mylance Scale operates on a strategy similar to what Adam has been using for years: growing your network with new decision-makers in your ideal customer profile and building trust through thought leadership content. The service handles everything from writing outreach notes and designing campaigns to publishing thought leadership content in your voice.

By leveraging a service like Mylance Scale, you can focus more on client work while still maintaining a strong marketing presence. This approach aligns perfectly with Adam's emphasis on consistent outreach and content creation, but takes the day-to-day execution off your plate.

Key Takeaway #10: Consider how a done-for-you marketing service like Mylance Scale could amplify your business development efforts. Sign up for a free Mylance profile to learn more about how they can support your fractional business growth.

The Long Game: Patience and Persistence in Building a Fractional Career

Adam emphasizes that success in fractional work doesn't happen quickly. It requires consistent effort and patience.

"It isn't overnight," Adam stresses. "We're talking about it, and it sounds simple, but it does take time and iteration. The more you do it and the more reps you get, the quicker your hit rate becomes."

He recommends dedicating a fraction of time every week to relationship building and nurturing. This consistent effort compounds over time, leading to a steady stream of opportunities.

Key Takeaway #11: Block out 2-3 hours each week specifically for business development activities. Use this time to create content, reach out to potential clients, and nurture existing relationships. If time is a constraint, consider how a service like Mylance Scale could support these efforts.

Conclusion: Your Unique Path to Fractional Success

Adam's journey from engineer to fractional head of growth demonstrates that there's no one-size-fits-all path to success in the fractional executive world. Your unique background and experiences can become your greatest assets if you learn to leverage them effectively.

By focusing on understanding client needs, communicating complex ideas clearly, and consistently providing value through multiple channels, you can build a thriving fractional practice. Remember, it's a marathon, not a sprint. Stay patient, keep refining your approach, and don't be afraid to showcase your unique perspective.

As Adam puts it, "The transition from freelance transaction to fractional partner is an important one." By following the strategies outlined in this post and leveraging tools like Mylance, you'll be well on your way to making that transition and establishing yourself as an indispensable fractional executive in your chosen field.

Ready to take your fractional business to the next level? Sign up for a free Mylance profile today and explore how their services can support your growth journey.

Mylance

This value-added article was written by Mylance. Mylance takes your marketing completely off your hands. We build the marketing machine that your Fractional Business needs, but you don't have time to run. So it operates daily, growing your brand, completely done for you.

Instead of dangling numbers in front of you, our approach focuses on precise and thoughtful input: targeted outreach to the right decision makers, compelling messaging that resonates, and content creation that establishes trust and legitimacy.

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