The first step in information technology consultant projects is initial client contact. The client’s first impression of you will help him decide if he is going to sign a contract, so the beginning consultations are critical.
THE BEGINNING
Each projects starts well before the contract is signed. You need to figure out what your goals are during initial contact with the client, and plan out the first meeting with this prospect should be well planned so that a decision can be reached quickly and favorably.
CONTACTING THE CLIENT
Typically a client will make first contact with an information technology consultant by phone or e-mail. This moment is the first impression for the prospect of you and your company and should be treated carefully. If you can’t make a connection during this time, there will never be a first meeting.
During this first contact period, an information technology consultant is also interviewing the client; if he can’t meet his needs, he shouldn’t pursue the project. If the project seems feasible, the information technology consultant can get all the information required for the first meeting. You need to start to determine the problem and the reason the client is coming to you to determine an initially short plan.
FIRST MEETING
The ultimate goal of a first client meeting is to build a relationship, which will require open and honest communication. You are not giving a presentation, rather listening to your client’s needs and responding with the best plan for you as an information technology consultant based on the details you receive. Make sure the client knows he is of the utmost importance in this process.
This meeting also requires the presence of the major decision makers in the company. While this is not always possible, you should encourage it in future meetings to ease the process.
The final goal of the first meeting between a business and you as an information technology consultant is to get a decision about the project. You might not be needed at this time, or the client might want to move forward. A client might also need to meet again with decision makers on his own to make a final decision. Regardless, you need to get a solid commitment and, if necessary a scheduled meeting out of the client before you leave.
Preparing for the initial contact with a client will assure that the steps in the process towards signing a contract go as smoothly as possible.
Blogged By: Joshua Feinberg
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