Computer Consulting Business Strategies for 2006

Own a computer consulting business?

If so, then NOW is as good of a time as any to talk about what it’s going to take to make 2006 your best year EVER for your computer consulting business.

Here are the 6 things you need to start working on right now.

Understand Your Business Model and Target Audience – Way too many computer consulting businesses make the mistake of trying to serve “everyone”… and end up specializing in virtually “no one”. Unless you have the marketing budget of Best Buy or CDW, you simply can’t afford to market to everyone. And while we’re on the subject of FOCUS, you’d better figure out what services you WILL and WON’T provide.

Dig the Well BEFORE You’re Thirsty – Regardless of whether we’re talking about finding prospects, customers, clients, staff, contractors, and partners, you MUST work on these activities EVERY week. Computer consulting business owners that procrastinate end up panicking and making stupid mistakes… that would’ve NEVER been made in a more calm, well-thought-out way of doing things.

Recognize That Quality ALWAYS Trumps Quantity – It’s not about having the biggest customer list. It’s about having the most PROFITABLE and stable client list.

Don’t “Train” Your Customers to Treat You Like Crap – Huh? Seriously, if you charge bargain basement rates, go on-site for 15 minutes of work, “eat” big blocks of hours on a regular basis (i.e. working for free), tolerate verbally abusive customers, downplay late payments, and allow customers to “own” you without signing a support contract, guess what you’ve just done? You’ve trained your customers to treat your firm like crap. Don’t do it. Enough said.

Make a Plan and Stick to It – No successful computer consulting business ever gets very far by accident. Although having a full-blown business plan is highly recommended, for most computer consulting businesses even a business development “to do” list (updated weekly) would be a HUGE step in the right direction. To work, your “to do” list must contain three columns: a) How much time you’re going to spend, b) how much money you’re going to spend, c) the start/end dates. Once this plan is done, get it on your calendar and stick to it.

Treat Your Time Like It Has Value – Finally, recognize that your time is essentially your inventory. It’s what you're selling. So you better know where every ¼ hour block of it is going each week. Is it a) billable, b) management/administration, or c) sales/marketing? If each ¼ block of your time doesn’t fall into one of those buckets, you’re in trouble. But at the end of the day, don’t forget to treat your time like it has value.

The Bottom Line on Computer Consulting Business Strategies for 2006
While it’s possible that you **could** have a good 2006 purely by accident, it’s pretty unlikely. Your computer consulting business can DRAMATICALLY increase its chances of making 2006 its best year ever though by simply following the very simple, field-tested PROVEN ways of growing a highly-profitable, stable computer consulting business.

To learn more about how YOU can make 2006 your best year ever in the computer consulting business, sign-up now for the free computer consulting business training.

Computer Consulting 101 Gets Seekon Nod of Approval

The Computer Consulting 101 free training seminar is now also featured in the Seekon Web Directory among other prestigious computer-related Web sites such as Geeks To Go, Hardware Reference, and Script Singles.

Typical Managed Services Cheerleader

Earlier this week I blogged about how computer consulting business owners are being sold a “bill of goods” when it comes to the profitability of managed services for the typical small computer consulting firm.

In other words… managed services, at least in my eyes, represents little more than a stupid catchphrase and HUGE potential distraction for the impressionable small business computer consultant.

That said, if you’re hell-bent on trashing your existing computer consulting business and just about starting over from scratch in a much more competitive space, be my guest and read this article on the profit potential of managed services.

“New Year Holds Promise for Managed Services” by Pedro Pereira on the The Channel Insider Web site. (Web site URL above)

Now granted, Mr. Pereira makes some excellent points about managed services.

But you need to understand the built-in bias of The Channel Insider Web site, which is owned by eWeek and Ziff Davis Holdings.

Ziff Davis Holdings' revenue model is largely based on vendor advertising. The same kinds of vendors that want to cram managed services down your throat. So there’ an inherent conflict of interest.

Computer Consulting 101 on the other hand does NOT accept any outside advertisements from 3rd party vendors (just some extremely tiny Google AdSense ads, which barely cover free monthly hosting expenses). Computer Consulting 101’s revenue model is 110% focused on computer consulting business owners and looking out for their interests.

So don’t allow yourself to get sidetracked into managed services by the typical mainstream channel press and PR cheerleaders. Computer Consulting 101 is the one who's REALLY watching your back.

Computer Consulting 101 Gains Entry in Best of the Web Directory

If you’re looking to get access to free training from Computer Consulting 101, there’s now one more way to get there: through the Best of the Web Directory.

Computer Consulting 101 has now gained entry into the well-respected Best of the Web Directory, alongside other computer business systems consultants.

Web site URL provided above

Managed Services: Real Profits or Stupid Catch Phrase?

Every once in a while a computer consultant will contact me to ask my opinion about managed services and why our training materials don’t really even touch on managed services.

The answer’s pretty simple… I believe strongly that managed services are NOT meant for the vast majority of computer consulting businesses.

Managed services seek to commoditize or productize value-added services and the entire virtual IT relationship. Because of this, managed services will basically put you into competition with technology providers hundreds, even thousands of miles away from your primary geographic market.

Why is that you ask? Because managed services are the antithesis of face-time-value.

Plus on top of all this, transitioning a computer consulting business to managed services is a VERY radical transformation that involves such pretty substantial time and capital investments… in other words an entirely different business model with its own set of challenges.

Since most computer consulting businesses are undercapitalized to start with, this again makes managed services a poor fit for the typical computer consulting business.

Usually the computer consultants most eager to “buy” into ** thinking ** that managed services are the way to go are the computer consultants that are struggling to keep their calendar filled up with steady, high-paying clients (in other words, they haven’t yet experienced the benefits of the field-tested, PROVEN marketing strategies in the Computer Consulting Kit).

And finally, why is there a “guru” out there espousing that managed services for computer consultants are a better fit than even the miracles of sliced bread and toilet paper?

Real simple, because that “guru” is a really good direct response marketing expert, but has virtually zero experience in owning, growing, and managing a small business computer consulting company.

So yes, my personal opinion, as one of the World’s most respected experts on small business computer consulting, is that managed services aren’t where the real profits are for the typical small business computer consulting firm, as a result represents like more than a stupid catchphrase.

Computer Consulting 101 Free Training Seminar

Would you like to get some free training from Computer Consulting 101?

So that you too can get more steady, high-paying computer consulting clients?

Computer Consulting 101 shows you how with a free 1 hour self-paced training seminar:
“Discover 5 Easy Ways to Grow Your Computer Consulting Business”

Web site URL listed above, courtesy of Computer Consulting 101

Microsoft Small Business Specialist

I haven’t written much about the Microsoft Small Business Specialist yet, even though it’s now about 6 months old.

Why? Frankly I wanted to make sure that this one was a keeper, because I’ve seen Microsoft debating a Small Business Server type of certification for the better part of 8 years.

But it looks like the Microsoft Small Business Specialist designation is here to stay.

Is the Microsoft Small Business Specialist designation worth it for you and your computer consulting business?

That all depends on how married your computer consulting company is to Microsoft’s family of products… particularly Microsoft Small Business Server (SBS).

Bear in mind, most of the non-technical small businesses that you’d sell Microsoft Small Business Server to will have virtually no brand-name recognition of Small Business Server, let alone the Microsoft Small Business Specialist designation. (Of course, every small business owner, even those buried under a rock for the past 10 years, knows who Microsoft is.)

There’s a good article about the Microsoft Small Business Specialist designation by Joanna L. Krotz in Microsoft Certified Professional Magazine Online. And the article even got a huge thumbs up from the godfather of Small Business Server, Mr. Harry Brelsford.

Web link URL provided above.

Posted by Joshua Feinberg, Computer Consulting 101

More Computer Consulting 101 Hiring Tips (Part 2 of 2)

Does your company need to retain the services of a competent computer consulting firm, but you have no idea how to really evaluate “competence”?

In the first part of this two-part series on Computer Consulting 101 hiring tips, we looked at why small businesses find it so difficult to hire good computer consulting companies, as well as four basic questions that you must be addressed when searching for a new computer consulting vendor.

Now in this second and final installment of this two part series on Computer Consulting 101 hiring tips, we’ll look at how you can evaluate the true, often-confusing expenses of using a computer consulting company, as well as how to more thoroughly review the computer consulting company’s professional credentials and experience.

Remember, if you own a restaurant, you’re probably really good at hiring chefs…

If you own a auto shop, you’re probably very good at hiring mechanics…

And if you own a florist shop, you’re probably very experienced at hiring floral designers and delivery staff…

BUT unless you’re an IT professional, you probably have NO idea where to even start when PROPERLY evaluating the skills of a computer consulting vendor.

Learn how in this article on More Computer Consulting 101 Hiring Tips (Part 2 of 2).

Computer Consulting 101 Hiring Tips Part 1 of 2

Does your business need the services of a good computer consulting firm?

Or do you own a computer consulting business and need to educate your prospects on hiring criteria? So you can frame the discussion and sway your prospects toward YOUR computer consulting firm?

Before you rush out and hire the first techie or slick-salesperson that knocks on your door, be sure to consider these favorite Computer Consulting 101 interview questions.

HP Extends SMB Olive Branch

After years of alienating SMB solution provider, systems integrations, resellers, and consulting firms alike, HP is changing its ways… maybe, hopefully, or at least that’s what HP’s public relations team is telling its channel-oriented media colleagues at CRN.

If you recall back to the time before when Compaq and Hewlett Packard exchanged vows, there was a time when HP had a very PRO-channel attitude toward its SMB solution providers.

However, various market pressures, including the 2001 tech bubble collapse, led to very different and rather anti-channel ways of HP doing business with small and medium-sized businesses.

To say this ruffled some feathers among SMB solution provider, systems integrations, resellers, and consulting firms would probably be the understatement of the year.

And I still can’t put my finger on what caused HP to have this change of heart, but it **should** be good news for the channel that focused on the SMB marketplace.

Internet Usage Policy Article from Joshua Feinberg

Re: Internet Policy Examples to Keep Employees Out of Trouble
Joshua Feinberg Helps You Write an Effective Internet Usage Policy

Do you or your clients have problems with certain employees goofing off (or worse!) on the Web? If so, you need a way to create an effective Internet usage policy.

So now, we turn our attention to an issue that may already be plaguing your small business: how to give your small business staff unrestricted access to the Internet, without compromising productivity, destroying employee morale, or getting your company into a mountain of legal troubles. In this first in a two-part series, we'll give you an overview of what to plan for as you develop a company-wide Internet access policy.
And do this now... before you discover that one of your employees has gotten you and your company into a whole bunch of hot water online.

Added by Joshua Feinberg, Computer Consulting 101

Small Business Server Legal Problems in South Korea

For computer consulting businesses that focus on Microsoft Small Business Server (SBS), it’s well known that the software will ALWAYS be “evolving”.

After all, in the age of constantly discovered OS and application vulnerabilities, regularly released hot fixed and patches, after a while most computer consultants just sort of “accept” the fact that Microsoft Small Business Server, like most commercially available network operating systems (NOS’s) and application suites will never be “done” or never be 100% secure.

Well apparently one lawyer in South Korea is fed up with this lackadaisical attitude and complacency surrounding flaws in Microsoft Small Business Server… so fed up that he decided to file a law suit against Microsoft’s Korean unit after he lost some data when downloading files from his Microsoft Small Business Server network to his PDA.

This lawsuit follows on the heals of Microsoft Korea being ordered earlier this month to pay a $32M U.S. fine by South Korean antitrust regulators.

Joshua Feinberg SBS Exchange Server FAQs

Rescuing the Exchange Server on SBS
by Joshua Feinberg

Got a misbehaving Microsoft Exchange Server at a Small Business Server (SBS) client site?

If you’re a system administrator in a Fortune 1000 IT department, you might have the luxury of specializing in Microsoft Exchange Server. However, system administrators and computer consultants in smaller companies often need to be generalists.

So what do you do when confronted with Rescuing the Exchange Server on SBS?

Although this article is a little dated now, it’s challenge is pretty universal… it shows the struggle of backing up/restoring Exchange Server on SBS.

Joshua Feinberg Small Business Server Case Study on WindowsITPro

Looking for Joshua Feinberg’s articles online? And is Joshua Feinberg credible? See for yourself with this Joshua Feinberg article published on the prestigious WindowsITPro network.

Small Business Case Study Roundup
by Joshua Feinberg

Part of the challenge when networking small businesses comes from how computer consulting firms and internal systems administrators adapt Fortune 1000 IT solutions to small-business budgets. Nowhere is this more evident than with solutions centered about Microsoft Small Business Server (SBS).
This article helps you decide whether an SBS solution is right for your organization.

VARBusiness Magazine Announces VARs of the Year

You’ve heard of the Grammy’s, the Emmy’s and the American Music Awards.
Move over Billy Crystal and Chris Rock. VARBusiness Magazine is ready to announce its own roster of superstar value-added-resellers (VARs).

While VARBusiness has always published various lists of top channel programs and top solution providers, this year 2005 is the first time that VARBusiness has gone to such great lengths to become a cheerleader for its readership like this.

The VARBusiness list of top VARs includes:

• Net Direct Systems, Apex, North Carolina
• iGov, McLean, Virginia
• Alvaka Networks, Huntington Beach, California
• MSI Systems Integrators, Omaha, Nebraska
• Advanced Technical Solutions, Scott Depot, West Virginia
• Lighthouse Computer Services, Lincoln, Rhode Island
  

Congratulations to the all 6 of the VARBusiness Magazine VARs of the Year!

We applaud your efforts to raise the bar in the value added reseller and computer consulting industry.

Contributed by Joshua Feinberg, Computer Consulting 101

Great Computer Consulting Niche Web Site

It’s been a long-time coming, but I’ve exactly found an example of a great computer consulting niche Web site… for a consulting firm that serves CPA’s and tax professionals.

I see so many lousy computer consulting Web sites that for lack of a better word suck that when I run across a good, or even great one, I feel compelled to bring it to your attention.

My only real complaint with this site? The owner went out of his way to hide his identity… There’s no “About Us” page… or “About the Founder”, listing a bio.

However, I still figured out who the site owner is (I won’t post it here because he probably prefers to stay anonymous) but I ** CAN ** tell you that his computer consulting company got their business development training from yours truly… Joshua Feinberg’s Computer Consulting 101 Professional Kit.

So if you specialize in accounting offices, or just want to go see a great example of a deeply niched computer consulting Web site, go see this company's Web site at the above link.

Subcontracting Success Secrets

Do subcontracting? Or do you want to get involved in subcontracting, either as the master contractor or the subcontractor?

Just to give you fair warning, there are a LOT more computer consulting firms doing subcontracting the wrong way than the right way.

Subcontracting done right can be a VERY powerful way to broaden any computer consulting firm’s technical capabilities and potential for referrals. However, subcontracting done wrong has the power to completely sink your business with TONS of negativity, stress, and premature hair loss.

What’s the problem you ask?

Most computer consultants are often SO excited about the prospect of getting involved in a subcontracting relationship that they often fail to look before they leap.

In other they jump the gun… put the cart before the horse… whatever you want to call it.

Subcontracting done wrong usually stems from an overzealous desire to startup a subcontracting relationship prematurely.

Not to be crude, but subcontracting too quickly is kind of like someone meeting a companion in a singles’-bar and sleeping with that person an hour later. Does that make you a computer consulting “slut”? Maybe, maybe not.

BUT to have a good chance of finding the right kinds of like-minded subcontractors, you’ve got to dig the well BEFORE you’re thirsty… i.e. before you’re desperate to fill a client’s need on 4 hours notice.

So if you’re new to subcontracting, you really owe it to your business to learn how to do subcontracting the right way. Learn how to ask the right questions BEFORE you engage in your new subcontracting relationship.

Added by Joshua Feinberg, publisher of the Computer Consulting Kit