As someone in the computer consulting field, you may find it challenging to figure out which of your leads will make the best prospects.
FIND YOUR INDUSTRY FOCUS
The first way to find prospects is to determine your industry focus. You need to reach out to your target market and stand out, because everyone in the computer consulting industry is looking for the same advertising techniques, hardware services and LAN.
COMPUTER CONSULTING AND DIFFERENT SIZE AUDIENCES
When thinking about computer consulting leads, you should go after three different size audiences. The first is the micro small business that has just a few PCs. The mindset of the business owner is more important than the number of PCs, but micro small businesses typically have a very small number of employees and PCs and is not looking for sophisticated computer consulting services.
The sweet spot is the next step up and is where most computer consulting professionals do the best. This size is marked by 10-50 PCs. Many experts state that the two to one ratio is good across many different industries, so if you are maxing out at a 50-seat LAN, this typically means a 90-100-employee business. Typically this size of company needs IT services a lot more than others because downtime is suddenly expensive. You can figure out their losses and gains by looking at their annual revenue and dividing it by 250 business days per year and eight hours a day. For example, a company with $4 million a year in revenue that has 2,000 business hours a year is probably losing $2,000 an hour when their system is down. You as a computer consulting expert can save them long-term money by helping them.
When you get to the range of companies that have 50 PCs, 100 PCs or more, you are getting into the borderline of the top of small business and into medium-sized businesses. This is when the IT services bills your company gives are comparable to the salary of a full-time IT manager. They typically will not outsource this type of work because it makes sense for them to hire their own on-site IT person.
Added By: Computer Consulting Kit
Download This Special Report
Monday, August 14, 2006
An Initial Set of Professional Networking Tips for IT Consultants
The best way to make business contacts and get good leads that will become sales is through professional networking. Any IT consultant should get into professional networking from the beginning of his/her career.
PROFESSIONAL NETWORKING IS ABOUT FOLLOW-UP
You have to keep in touch with your prospects between meetings by calling or sending emails. If you come across people through your professional networking activities that seem to be in positions of power and influence or people that could give you good referrals, suggest meeting for coffee, breakfast or playing a round of golf. Follow-up is the only way in professional networking to compete with other IT consultants.
PROFESSIONAL NETWORKING IS ABOUT HELPING SOMEONE ELSE
You should never be self-centered in your professional networking endeavors. Ask about the contact’s problems and use the professional networking time to really understand what the person is experiencing. You should focus on helping the person before yourself.
NO MARKETING COLLATERAL? USE PROFESSIONAL NETWORKING ANYWAY
New IT consultants often worry about not having marketing collateral, but during professional networking sessions, typically your contacts will not care if you have an 8-page professionally-done brochure or one you created yourself that has your basic information. The most important item you need is a simple web page that has basic information to tell contacts about your company.
DRESSING FOR PROFESSIONAL NETWORKING
You should always dress in a way that fits the event you are attending. Informal events typically call for business casual wear, whereas formal events require suits for men and suits or dresses for women.
THE IMPORTANCE OF A NAMETAG IN PROFESSIONAL NETWORKING
You should make a plastic nametag with your company logo on it to wear to professional networking events instead of relying on the provided magic marker sticky nametags. This will put your brand out there and make people remember your name and your company.
Professional networking can help you get contacts that could turn into valuable clients. If you follow some simple professional networking tips, your efforts will really pay off.
Blogged By: Joshua Feinberg
PROFESSIONAL NETWORKING IS ABOUT FOLLOW-UP
You have to keep in touch with your prospects between meetings by calling or sending emails. If you come across people through your professional networking activities that seem to be in positions of power and influence or people that could give you good referrals, suggest meeting for coffee, breakfast or playing a round of golf. Follow-up is the only way in professional networking to compete with other IT consultants.
PROFESSIONAL NETWORKING IS ABOUT HELPING SOMEONE ELSE
You should never be self-centered in your professional networking endeavors. Ask about the contact’s problems and use the professional networking time to really understand what the person is experiencing. You should focus on helping the person before yourself.
NO MARKETING COLLATERAL? USE PROFESSIONAL NETWORKING ANYWAY
New IT consultants often worry about not having marketing collateral, but during professional networking sessions, typically your contacts will not care if you have an 8-page professionally-done brochure or one you created yourself that has your basic information. The most important item you need is a simple web page that has basic information to tell contacts about your company.
DRESSING FOR PROFESSIONAL NETWORKING
You should always dress in a way that fits the event you are attending. Informal events typically call for business casual wear, whereas formal events require suits for men and suits or dresses for women.
THE IMPORTANCE OF A NAMETAG IN PROFESSIONAL NETWORKING
You should make a plastic nametag with your company logo on it to wear to professional networking events instead of relying on the provided magic marker sticky nametags. This will put your brand out there and make people remember your name and your company.
Professional networking can help you get contacts that could turn into valuable clients. If you follow some simple professional networking tips, your efforts will really pay off.
Blogged By: Joshua Feinberg
Sunday, August 13, 2006
New Product For Solution Providers: A Box of Systems Integration
Cast Iron Systems recently released a new product for solution providers, iA3000, which provides an innovative way to carry out integration development. The iA3000 started shipping in May and includes an appliance that can help integrate applications in need of point-to-point integrations.
This new appliance for solution providers gets rid of the need to use specialized experts for integration because it lets programmers integrate the systems themselves, allowing solution providers to better manage integration jobs.
The new product from Cast Iron is not a sophisticated product like those offered by WebMethods, Tibco or Vitria, but it is perfect for almost all midsize and small projects, according to experts at CRN. Cast Iron also offers the iA3000-SF appliance that can help with Salesforce.com integration with external systems of all types.
The iA3000 is excellent for the midsize market, a place where clients frequently employ system integrators to build customized solutions. Custom solutions offered by solution providers can be very complex, the introduction of the simplifying iA3000 can help streamline the process of integrating components for critical systems and get companies up and running faster. Traditionally, all parts in complicated systems are maintained by two to three IT groups, which can get pricey. The iA3000 can decrease costs because it reduces maintenance and allows single solution providers the possibility to conduct entire projects.
The iA3000 for solution providers software helps with inter-system connectivity, data transformation and mapping, workflow and important management functions. There are many connective end points for the iA3000 and the product comes with drivers for all the major databases, flat files, HTTP, inbound/outbound e-mail among others.
The iA3000 connects to SAP using BAPI and iDOC and supports major packaged back-office applications, including PeopleSoft, Siebel and Oracle. In order to connect to legacy mainframes and midrange servers, customers have to use web services wrappers of link to DB2 databases.
For more information on the many features of the iA3000, please visit the above link. This new product will help solution providers offer better service to customers and improve project efficiency. Cast Iron Systems is making plans to announce a channel partner program in September.
Added By: Computer Consulting 101 Professional Kit
This new appliance for solution providers gets rid of the need to use specialized experts for integration because it lets programmers integrate the systems themselves, allowing solution providers to better manage integration jobs.
The new product from Cast Iron is not a sophisticated product like those offered by WebMethods, Tibco or Vitria, but it is perfect for almost all midsize and small projects, according to experts at CRN. Cast Iron also offers the iA3000-SF appliance that can help with Salesforce.com integration with external systems of all types.
The iA3000 is excellent for the midsize market, a place where clients frequently employ system integrators to build customized solutions. Custom solutions offered by solution providers can be very complex, the introduction of the simplifying iA3000 can help streamline the process of integrating components for critical systems and get companies up and running faster. Traditionally, all parts in complicated systems are maintained by two to three IT groups, which can get pricey. The iA3000 can decrease costs because it reduces maintenance and allows single solution providers the possibility to conduct entire projects.
The iA3000 for solution providers software helps with inter-system connectivity, data transformation and mapping, workflow and important management functions. There are many connective end points for the iA3000 and the product comes with drivers for all the major databases, flat files, HTTP, inbound/outbound e-mail among others.
The iA3000 connects to SAP using BAPI and iDOC and supports major packaged back-office applications, including PeopleSoft, Siebel and Oracle. In order to connect to legacy mainframes and midrange servers, customers have to use web services wrappers of link to DB2 databases.
For more information on the many features of the iA3000, please visit the above link. This new product will help solution providers offer better service to customers and improve project efficiency. Cast Iron Systems is making plans to announce a channel partner program in September.
Added By: Computer Consulting 101 Professional Kit
IT Consultants Warned of Symantec Backup Exec Issues
On Friday major company Symantec announced to IT consultants and users there was a flaw in its Backup Exec storage program. This vulnerability could allow remote attacks on machines and the ability for those attacking to get full control of a machine and view and manipulate sensitive information on corporate networks. This issue is said to affect versions 9.1 and 9.2 of Backup Exec for NetWare Servers and Remote Agent for Windows Servers.
Symantec has already designed fixes to help IT consultants and companies deal with the NetWare problems, but is still investigating flaws in Backup Exec for Windows Servers, Backup Exec Continuous Protection Server (CPS), Remote Agent and other types of Backup Exec Remote Agents.
This particular flaw impacts RPC, the remote procedure call in Backup Exec and if exploited could allow remote attackers the ability to send dangerous code to applications and get control over a machine. Even unsuccessful attacks could cause denial-of-service attacks on systems, according to Symantec and other IT consultants looking at the problems.
This same RPC protocol in charge of an application running on one PC to communicate to another computer was part of the problem in the 2003 Blaster worm that shut down many Windows PCs without any action by users.
The latest vulnerability was discovered by Ron Gula, CTO at Tenable Network Security in Columbia, Maryland. He and other IT consultants looking at the issue have stated that the impact of the flaw is slightly hindered because Backup Exec is typically installed on an internal network and therefore inaccessible from the Internet.
Symantec has declared this flaw is a 10 out of 10 on the danger scale. A year ago, Symantec released a patch for Backup Exec for Windows and NetWare servers that was allowing attackers to control a password in the server and agent authentication process.
Blogged By: Computer Consulting Kit
Symantec has already designed fixes to help IT consultants and companies deal with the NetWare problems, but is still investigating flaws in Backup Exec for Windows Servers, Backup Exec Continuous Protection Server (CPS), Remote Agent and other types of Backup Exec Remote Agents.
This particular flaw impacts RPC, the remote procedure call in Backup Exec and if exploited could allow remote attackers the ability to send dangerous code to applications and get control over a machine. Even unsuccessful attacks could cause denial-of-service attacks on systems, according to Symantec and other IT consultants looking at the problems.
This same RPC protocol in charge of an application running on one PC to communicate to another computer was part of the problem in the 2003 Blaster worm that shut down many Windows PCs without any action by users.
The latest vulnerability was discovered by Ron Gula, CTO at Tenable Network Security in Columbia, Maryland. He and other IT consultants looking at the issue have stated that the impact of the flaw is slightly hindered because Backup Exec is typically installed on an internal network and therefore inaccessible from the Internet.
Symantec has declared this flaw is a 10 out of 10 on the danger scale. A year ago, Symantec released a patch for Backup Exec for Windows and NetWare servers that was allowing attackers to control a password in the server and agent authentication process.
Blogged By: Computer Consulting Kit
Saturday, August 12, 2006
Study Up to Succeed in IT Consulting
To be successful in the IT consulting world, you need to focus on client research. Be wary of vendors asking you to explain what your business is about, instead offering a basic idea of what your computer consulting business is about, including philosophy and style so a client can figure out if his/her business will fit in with yours. If you know what is required of you before you go in to meet a client, you will be able to best help the client solve problems.
COMPUTER CONSULTING AND RESEARCHING A MEETING
It might take you 30 to 45 minutes to study up on a client prior to a meeting, but this research will put you ahead and help you close the sale, either at the initial meeting or shortly afterwards. In order for a client to agree to work with you, you have share your views and build credibility with the prospect, communicating concern for your field and their business. Research is often as easy as a search through the Google search engine.
COMPUTER CONSULTING: WHAT’S TO KNOW ABOUT CLIENTS?
To get a thorough profile of a company you may work with, you should answer the following questions:
1. What is the goal of the business?
2. What is the industry?
3. What types of services are provided?
4. How many locations are there?
5. How long has the company existed?
FINDING RECENT NEWS ABOUT A COMPUTER CONSULTING PROSPECT
You will most likely be able to unearth articles from the local newspaper about your prospect that may show up in Google, or else you will be able to find them by going to the newspaper search function online. Look for anything that gives you extra background and the competitive edge to know what the company is about before going in to make a sale.
Added By: Computer Consulting 101
COMPUTER CONSULTING AND RESEARCHING A MEETING
It might take you 30 to 45 minutes to study up on a client prior to a meeting, but this research will put you ahead and help you close the sale, either at the initial meeting or shortly afterwards. In order for a client to agree to work with you, you have share your views and build credibility with the prospect, communicating concern for your field and their business. Research is often as easy as a search through the Google search engine.
COMPUTER CONSULTING: WHAT’S TO KNOW ABOUT CLIENTS?
To get a thorough profile of a company you may work with, you should answer the following questions:
1. What is the goal of the business?
2. What is the industry?
3. What types of services are provided?
4. How many locations are there?
5. How long has the company existed?
FINDING RECENT NEWS ABOUT A COMPUTER CONSULTING PROSPECT
You will most likely be able to unearth articles from the local newspaper about your prospect that may show up in Google, or else you will be able to find them by going to the newspaper search function online. Look for anything that gives you extra background and the competitive edge to know what the company is about before going in to make a sale.
Added By: Computer Consulting 101
Further Tips for Success in Relationship Marketing
Relationship marketing can be an excellent tool for those involved in IT consulting. The following pieces of advice can help you maximize your relationship marketing skills:
1. Watch for really good contacts. As soon as you become part of a business organization, you should communicate with the office managers, business managers and administrators so you can gain access to the main decision makers of businesses.
2. Try to steer clear of people that will not give good referrals. Don’t waste relationship marketing time on people that only came because they were urged by a superior or on people that just want to ask for free advice about computer problems. Also stay away from Fortune 1000 companies and bankers that have in-house IT departments along with low budget non-profit professionals and salespeople.
3. Join multiple organizations and don’t go quite as frequently to meetings for each one. Relationship marketing is best carried out in a selective manner, a technique that gives you a better chance of meeting people and developing true bonds.
4. Actively participate in committees. Your best bet in relationship marketing for committees is educational committees because you can directly impact the topic of IT issues and suggest yourself as a speaker. Being a speaker is a great way to get your name out to the public.
5. Live demonstrations will prove very useful in your relationship marketing efforts because they allow you to show off your expertise using speaking engagements, committee work, discounted organizational work and other skills. A good performance will help people see you as a helpful and valuable asset to their companies.
6. Maximize free and inexpensive promotional activities with the organizations. Many will let you place your brochures, flyers or business cards in their offices as a member. They will also often list you and your business url in their own online materials.
7. Put contacts immediately into your tracking materials. Even if you don’t think there is a need or even an interest right away, every prospect should get the same follow-up. You never quite know what type of person will be most receptive to your relationship marketing techniques.
Blogged By: Joshua Feinberg
1. Watch for really good contacts. As soon as you become part of a business organization, you should communicate with the office managers, business managers and administrators so you can gain access to the main decision makers of businesses.
2. Try to steer clear of people that will not give good referrals. Don’t waste relationship marketing time on people that only came because they were urged by a superior or on people that just want to ask for free advice about computer problems. Also stay away from Fortune 1000 companies and bankers that have in-house IT departments along with low budget non-profit professionals and salespeople.
3. Join multiple organizations and don’t go quite as frequently to meetings for each one. Relationship marketing is best carried out in a selective manner, a technique that gives you a better chance of meeting people and developing true bonds.
4. Actively participate in committees. Your best bet in relationship marketing for committees is educational committees because you can directly impact the topic of IT issues and suggest yourself as a speaker. Being a speaker is a great way to get your name out to the public.
5. Live demonstrations will prove very useful in your relationship marketing efforts because they allow you to show off your expertise using speaking engagements, committee work, discounted organizational work and other skills. A good performance will help people see you as a helpful and valuable asset to their companies.
6. Maximize free and inexpensive promotional activities with the organizations. Many will let you place your brochures, flyers or business cards in their offices as a member. They will also often list you and your business url in their own online materials.
7. Put contacts immediately into your tracking materials. Even if you don’t think there is a need or even an interest right away, every prospect should get the same follow-up. You never quite know what type of person will be most receptive to your relationship marketing techniques.
Blogged By: Joshua Feinberg
Wednesday, August 09, 2006
Even More Hiring Tips for Computer Consulting
If you find yourself in need of a high quality computer consulting firm, but lack the know-how to properly evaluate the company’s competence, the following in-depth questions can help you as a small business to find the best fit for your needs.
RESELLER, “PURE” COMPUTER CONSULTING COMPANY, HYBRID TECH PROVIDER
Does the company resell different tech products, including hardware and software? Will you be able to shop for products elsewhere, or is the computer consulting company a profit center? Are services exclusive to buying hardware and software, or will you be able to buy just needs analysis and procurement?
Are there vendors – ISPs or telephone companies – that the computer consulting firm represents, and does the company take referral fees or commissions for getting you to work with certain vendors?
COSTS, CHARGES, BILLING PROCEDURES
What are the payment terms, rates and hourly billing minimums for the computer consulting business? Does the company charge for travel time, telephone support, e-mail, online support or remote support? Similarly, are there hourly rate billing premiums that apply to emergency or odd-hours services? How are these defined?
Does the computer consulting firm offer support contracts?
CLIENT REFERENCE ACCOUNTS, TESTIMONIALS AND CASE STUDIES
Get the computer consulting company to detail a long-term small business client account, a recently signed-on client and one that did not quite work out.
Can the computer consulting company show you references?
RESEARCH AND DEVELOPMENT AND KEEPING UP WITH TECHNOLOGY
How does the computer consulting company stay in touch with the latest tech advances?
What are clients billed for and what is taken internally by the computer consulting company? Are there any unclear areas for billing?
TRAINING AND SHARING KNOWLEDGE
What is the computer consulting firm’s stance on handholding and user training? What kind of tech training does the firm provide? Are representatives willing to train internal computer administrators to be more independent even if it takes opportunities to bill more hours?
Added By: Computer Consulting 101 Professional Kit
RESELLER, “PURE” COMPUTER CONSULTING COMPANY, HYBRID TECH PROVIDER
Does the company resell different tech products, including hardware and software? Will you be able to shop for products elsewhere, or is the computer consulting company a profit center? Are services exclusive to buying hardware and software, or will you be able to buy just needs analysis and procurement?
Are there vendors – ISPs or telephone companies – that the computer consulting firm represents, and does the company take referral fees or commissions for getting you to work with certain vendors?
COSTS, CHARGES, BILLING PROCEDURES
What are the payment terms, rates and hourly billing minimums for the computer consulting business? Does the company charge for travel time, telephone support, e-mail, online support or remote support? Similarly, are there hourly rate billing premiums that apply to emergency or odd-hours services? How are these defined?
Does the computer consulting firm offer support contracts?
CLIENT REFERENCE ACCOUNTS, TESTIMONIALS AND CASE STUDIES
Get the computer consulting company to detail a long-term small business client account, a recently signed-on client and one that did not quite work out.
Can the computer consulting company show you references?
RESEARCH AND DEVELOPMENT AND KEEPING UP WITH TECHNOLOGY
How does the computer consulting company stay in touch with the latest tech advances?
What are clients billed for and what is taken internally by the computer consulting company? Are there any unclear areas for billing?
TRAINING AND SHARING KNOWLEDGE
What is the computer consulting firm’s stance on handholding and user training? What kind of tech training does the firm provide? Are representatives willing to train internal computer administrators to be more independent even if it takes opportunities to bill more hours?
Added By: Computer Consulting 101 Professional Kit
Getting the Most Out of Your Business Group Membership
Business groups are a great way to gain marketing and networking opportunities in the computer consulting business. But you have to join the right business group to suit your needs and become an active member.
Typically there are multiple business groups in one area, so you have to choose wisely to get the most out of your time. The following rule will help you make the right decision about your business group:
The bigger the business group is, the better. Big business groups tend to get more active members to attend networking events, and if there are more people in the room, you have a better chance of connecting with future sweet spot clients. You have to attend business group meetings to meet people and make contacts.
With business group marketing, as with any other type of marketing you have to deal with awkwardness and some rejection, but you have to be persistent. The following tips will help you hang in there:
1. Go into each business meeting with a positive and confident attitude instead of a negative or intimidated one that will convey the wrong message to members.
2. Look towards the business groups within a one-hour radius of your location rather than the first one you find.
3. Attend at least two business group meetings before making a decision about membership.
4. Be patient. You won’t meet your ideal contact in the first hour of a business group meeting.
5. Travel outside your comfort zone and mingle with other attendees. Start by approaching the people that look awkward and talking to them.
6. Seek out accountants, engineers, controllers, operations managers and other analytical members that aren’t natural talkers. These people will make great referral contacts because many of them are decision makers.
Remember that you will get back what you put into business group marketing, so make your interactions count.
Blogged By: Joshua Feinberg
Typically there are multiple business groups in one area, so you have to choose wisely to get the most out of your time. The following rule will help you make the right decision about your business group:
The bigger the business group is, the better. Big business groups tend to get more active members to attend networking events, and if there are more people in the room, you have a better chance of connecting with future sweet spot clients. You have to attend business group meetings to meet people and make contacts.
With business group marketing, as with any other type of marketing you have to deal with awkwardness and some rejection, but you have to be persistent. The following tips will help you hang in there:
1. Go into each business meeting with a positive and confident attitude instead of a negative or intimidated one that will convey the wrong message to members.
2. Look towards the business groups within a one-hour radius of your location rather than the first one you find.
3. Attend at least two business group meetings before making a decision about membership.
4. Be patient. You won’t meet your ideal contact in the first hour of a business group meeting.
5. Travel outside your comfort zone and mingle with other attendees. Start by approaching the people that look awkward and talking to them.
6. Seek out accountants, engineers, controllers, operations managers and other analytical members that aren’t natural talkers. These people will make great referral contacts because many of them are decision makers.
Remember that you will get back what you put into business group marketing, so make your interactions count.
Blogged By: Joshua Feinberg
Tuesday, August 08, 2006
Qwest Announces it Will Provide Advanced Network Services to the Firm Affiliated Computer Services
Computer services firm and solution provider Qwest Communications International, Inc. expressed it had signed a two-year contract with Dallas-based company Affiliated Computer Services (ACS). ACS provides business process outsourcing and IT solutions and will use Qwest to help increase the scope and geography of its services.
ACS intends to connect domestic data centers to Qwest’s MPLS-based network using the iQ Networking wide-area network platform. Using Qwest’s resources, the computer services firm will create a data infrastructure that will be used for all ACS locations and let the company have better control over its network and reduce costs, increasing efficiency.
According to spokespeople for ACS, computer services firm Qwest will help to build business and networking capabilities and allow the company to better compete within its industry, both nationally and globally. The relationship will hopefully help the process of doing business with ACS customers faster and simpler.
Qwest released iQ Networking early in 2004. The platform is the company’s convergence solution and can support many different applications, including VoIP, messaging and many other IPcommunications.
Created By: Computer Consulting 101 Professional Kit
ACS intends to connect domestic data centers to Qwest’s MPLS-based network using the iQ Networking wide-area network platform. Using Qwest’s resources, the computer services firm will create a data infrastructure that will be used for all ACS locations and let the company have better control over its network and reduce costs, increasing efficiency.
According to spokespeople for ACS, computer services firm Qwest will help to build business and networking capabilities and allow the company to better compete within its industry, both nationally and globally. The relationship will hopefully help the process of doing business with ACS customers faster and simpler.
Qwest released iQ Networking early in 2004. The platform is the company’s convergence solution and can support many different applications, including VoIP, messaging and many other IPcommunications.
Created By: Computer Consulting 101 Professional Kit
Why You Need Small Business Development as IT Consultants
Computer expert Joshua Feinberg of Computer Consulting 101 states that you need small business development in order to start out as IT consultants. Your name needs to be floating around the community as much as possible if you are going to succeed in the industry. Because business will not come to you, there are many small business development techniques that can start IT consultants out on the right foot.
The best way for IT consultants to further small business development is to make contact with business organizations. You should cover your entire region, which will take time and effort. You should plan to go to 8 to 12 business organization events per month, spending at least 15 to 25% per year on small business development. This means that for every 40 hour work week, two days should be spent on small business development building.
While contacting business organizations is the best method for small business development, other activities include the following: follow-ups, targeted direct mail campaigns, seminars and networking.
Before you have real clients, you will spend 50 – 80% of the time on small business development. Once you’re more stable, you can cut down on your small business development activities, going to four to sex events a month and then later two to three.
Administrative tasks and IT training takes the back seat to small business development when you are first starting as IT consultants. You can get back to those items once you have built relationships with a good number of long-term clients.
Blogged By: Computer Consulting 101
The best way for IT consultants to further small business development is to make contact with business organizations. You should cover your entire region, which will take time and effort. You should plan to go to 8 to 12 business organization events per month, spending at least 15 to 25% per year on small business development. This means that for every 40 hour work week, two days should be spent on small business development building.
While contacting business organizations is the best method for small business development, other activities include the following: follow-ups, targeted direct mail campaigns, seminars and networking.
Before you have real clients, you will spend 50 – 80% of the time on small business development. Once you’re more stable, you can cut down on your small business development activities, going to four to sex events a month and then later two to three.
Administrative tasks and IT training takes the back seat to small business development when you are first starting as IT consultants. You can get back to those items once you have built relationships with a good number of long-term clients.
Blogged By: Computer Consulting 101
Monday, August 07, 2006
Passing Through the Gatekeeper During IT Sales Calls
When making IT sales calls, you have to get in touch with the right person in order to succeed. Sometimes you have to get creative when thinking of ways to get past the gatekeeper, but the best way is to become known and trusted within your community. Often getting past gatekeepers is a very difficult task, but there are techniques you can use to make the process easier.
COLD IT SALES CALLS ARE VERY HARD
When confronted with a gatekeeper that takes your name and number and states lack of interest in your services, you may find yourself a bit discouraged. This happens often during cold IT sales calls, which means you probably want to think of other methods to get new clients. If you are going to use this type of strategy, you will need to get past the gatekeeper.
TIPS FOR GETTING THROUGH DURING IT SALES CALLS
1. Call before or after the gatekeeper leaves.
2. Send an email
3. Send a fax
4. Mail a letter
5. Send a postcard
6. Send a “personal confidential” Fed-Ex.
Because a lot of these techniques have been used often, many companies will already have plans in place to prevent their effectiveness.
IT SALES IS THE BEST WAY THROUGH
The best way to get past the gatekeeper in IT sales is to become well-known within the community. Get to know important figures like local accountants and solution providers, speak at events, hold seminars, volunteer and invest time and energy into building a strong network.
Added By: Computer Consulting Kit
COLD IT SALES CALLS ARE VERY HARD
When confronted with a gatekeeper that takes your name and number and states lack of interest in your services, you may find yourself a bit discouraged. This happens often during cold IT sales calls, which means you probably want to think of other methods to get new clients. If you are going to use this type of strategy, you will need to get past the gatekeeper.
TIPS FOR GETTING THROUGH DURING IT SALES CALLS
1. Call before or after the gatekeeper leaves.
2. Send an email
3. Send a fax
4. Mail a letter
5. Send a postcard
6. Send a “personal confidential” Fed-Ex.
Because a lot of these techniques have been used often, many companies will already have plans in place to prevent their effectiveness.
IT SALES IS THE BEST WAY THROUGH
The best way to get past the gatekeeper in IT sales is to become well-known within the community. Get to know important figures like local accountants and solution providers, speak at events, hold seminars, volunteer and invest time and energy into building a strong network.
Added By: Computer Consulting Kit
Direct Mail Postcards and How to Use Them for the First Time as Solution Providers
Direct mail campaigns can help solution providers get to many clients with just one mailing. There are several techniques that can help solution providers maximize the effectiveness of a direct mail campaign:
1. When mailing over 1,000 pieces, use two different headlines to test the effectiveness of each. On a similar note, you should also test which headline changes more inquiries and prospects into customers.
2. Put your name and photo on the direct mail campaign postcards.
3. Add a sentence from a benefits-centered testimonial provided by a local small business owner.
4. Use the two-step selling process as part of your direct mail postcards campaign. You can offer small business owners something for free that they just can’t pass up, forcing them to fill out a qualifying questionnaire. Free items could be booklets, CDs or DVDs.
5. Instead of a free product, you could also offer a free needs analysis appointment or a free initial consultation. Stick to a strict 30-45 minute time period.
6. Free offers will build trust when used as part of direct mail postcards campaigns, which means as solution providers you must follow through with the offers.
7. Present a seminar, which are a good addition to any successful business plan and can be offered through a thorough direct mail campaign.
8. Set a deadline for free offers, typically approximately 14-30 days from the time of the mailing. You can also limit the quantity of the free product or service to the first X number of customers.
Direct mail campaigns tend to be somewhat impersonal so creativity when planning them will go a long way to getting people to respond. Add personal touches, testimonials and free offers as part of the plan and you will get the most out of your direct mail campaigns.
Blogged By: Computer Consulting 101
1. When mailing over 1,000 pieces, use two different headlines to test the effectiveness of each. On a similar note, you should also test which headline changes more inquiries and prospects into customers.
2. Put your name and photo on the direct mail campaign postcards.
3. Add a sentence from a benefits-centered testimonial provided by a local small business owner.
4. Use the two-step selling process as part of your direct mail postcards campaign. You can offer small business owners something for free that they just can’t pass up, forcing them to fill out a qualifying questionnaire. Free items could be booklets, CDs or DVDs.
5. Instead of a free product, you could also offer a free needs analysis appointment or a free initial consultation. Stick to a strict 30-45 minute time period.
6. Free offers will build trust when used as part of direct mail postcards campaigns, which means as solution providers you must follow through with the offers.
7. Present a seminar, which are a good addition to any successful business plan and can be offered through a thorough direct mail campaign.
8. Set a deadline for free offers, typically approximately 14-30 days from the time of the mailing. You can also limit the quantity of the free product or service to the first X number of customers.
Direct mail campaigns tend to be somewhat impersonal so creativity when planning them will go a long way to getting people to respond. Add personal touches, testimonials and free offers as part of the plan and you will get the most out of your direct mail campaigns.
Blogged By: Computer Consulting 101
Sunday, August 06, 2006
Computer Consulting Firm Commercial Data Systems Earns HUBZone Certification
Computer consulting firm Commercial Data Systems, based in Honolulu recently received “HUBZone” certification from the U.S. Small Business Administration. This certification allows the computer consulting firm to have access to federal jobs and government loans.
Vice president of sales and marketing for Commercial Data Systems Mark Gilbert states this new certification will give the computer consulting business preferred status from the government and will give it access to the $70 billion spent on IT by the federal government each year. Three percent of this amount typically goes to HUBZone certified companies, which means Commercia Data Systems’ market will double.
Gilbert went on to say he did not find out his company could qualify for HUBZone certification until he read an article on the PBN website that announced all of Hawaii as a HUBZone, otherwise known as a historically underutilized business zone. Any company with 35 percent of its employees living in Hawaii that does business with the federal government can apply for and benefit from this certification.
This certification makes computer consulting firm Commercial Data Systems the largest minority-owned HubZone company in the United States. The consulting business was begun in 1986 and has two headquarters – one in Hawaii and one in New Mexico.
Blogged By: Computer Consulting Kit
Vice president of sales and marketing for Commercial Data Systems Mark Gilbert states this new certification will give the computer consulting business preferred status from the government and will give it access to the $70 billion spent on IT by the federal government each year. Three percent of this amount typically goes to HUBZone certified companies, which means Commercia Data Systems’ market will double.
Gilbert went on to say he did not find out his company could qualify for HUBZone certification until he read an article on the PBN website that announced all of Hawaii as a HUBZone, otherwise known as a historically underutilized business zone. Any company with 35 percent of its employees living in Hawaii that does business with the federal government can apply for and benefit from this certification.
This certification makes computer consulting firm Commercial Data Systems the largest minority-owned HubZone company in the United States. The consulting business was begun in 1986 and has two headquarters – one in Hawaii and one in New Mexico.
Blogged By: Computer Consulting Kit
Computer Business Lenovo Turns Profit After Acquisition of IBM
Computer business Lenovo recently reported it is finally making a profit again and successfully integrating the PC business purchased from major computer company IBM. Lenovo’s net profit for three months to June 30 was $5 million compared with the previous year’s same period, when it was $45.9 million. Despite sharp profit decreases, the amount was a great improvement over the $116 million loss the computer business experienced in the previous three months. Lenovo is now the third biggest computer business next to Dell and Hewlett-Packard.
In 2005, Lenovo officially bought IBM’s PC business and has been struggling to turn a profit ever since. The computer business states it will continue to stress cutting costs as competition increases.
Experts state that cutting expenditures will be a critical move for the computer business in light of the fact that rivals like Dell are cutting prices significantly in an attempt to attract more customers. Lenovo has been under attack for buying the IBM PC business, but the company is confident it will still be able to increase sales of laptops and notebooks. Many are stating that Lenovo is doing a good job of growing its business and that focusing on laptops is an important step for every company, since notebooks will eventually replace desktops as the most desirable products.
According to Lenovo, shipments of notebook computers went up 23% in the last quarter.
Blogged By: Computer Consulting 101 Professional Kit
In 2005, Lenovo officially bought IBM’s PC business and has been struggling to turn a profit ever since. The computer business states it will continue to stress cutting costs as competition increases.
Experts state that cutting expenditures will be a critical move for the computer business in light of the fact that rivals like Dell are cutting prices significantly in an attempt to attract more customers. Lenovo has been under attack for buying the IBM PC business, but the company is confident it will still be able to increase sales of laptops and notebooks. Many are stating that Lenovo is doing a good job of growing its business and that focusing on laptops is an important step for every company, since notebooks will eventually replace desktops as the most desirable products.
According to Lenovo, shipments of notebook computers went up 23% in the last quarter.
Blogged By: Computer Consulting 101 Professional Kit
Saturday, August 05, 2006
Getting Past the First IT Consulting Sales Call
IT sales is about getting past the first sales call and moving towards the future. You need to be in control of the conversation and move your prospect towards IT sales. The IT sales call revolves around qualifying the lead and not wasting time on prospects that just want to get some information for free, which happens often with IT sales. How do you move past the first sales call and onto a greater relationship?
NO MORE “20 QUESTIONS”
Most prospects will call you and give you a series of interview questions. Typically, you might not even know when an IT sales call turns into them grilling you because they will overwhelm you with questions and end up getting more out of you than you anticipated.
You need to draw a clear line that tells prospects you are not willing to go any further with answering questions until they deal with the problems they have outlined. You should provide them with your ideas on recommended next steps or open up a dialogue about what is going to happen next.
When you are done with the IT sales presentation, immediately move prospects towards the next step, which would be to have you or a technician come back and do a site survey.
WHY A SITE SURVEY IS A GOOD NEXT STEP
The site survey will help inventory problems and help you deal with them. That way you and your prospect can decide what will come first, second, third and fourth in the process of handling issues. You should give your client a report and document everything, including security, software licensing, data protection and any other issues that are important.
Once the process of IT sales during the initial call is ending, offer a site survey and explain clearly what it is and how it can help solve problems. The site survey is your first closing attempt, and will prevent you from spending hours giving away too much information and save you from working with a non-serious client.
Added By: Computer Consulting 101
NO MORE “20 QUESTIONS”
Most prospects will call you and give you a series of interview questions. Typically, you might not even know when an IT sales call turns into them grilling you because they will overwhelm you with questions and end up getting more out of you than you anticipated.
You need to draw a clear line that tells prospects you are not willing to go any further with answering questions until they deal with the problems they have outlined. You should provide them with your ideas on recommended next steps or open up a dialogue about what is going to happen next.
When you are done with the IT sales presentation, immediately move prospects towards the next step, which would be to have you or a technician come back and do a site survey.
WHY A SITE SURVEY IS A GOOD NEXT STEP
The site survey will help inventory problems and help you deal with them. That way you and your prospect can decide what will come first, second, third and fourth in the process of handling issues. You should give your client a report and document everything, including security, software licensing, data protection and any other issues that are important.
Once the process of IT sales during the initial call is ending, offer a site survey and explain clearly what it is and how it can help solve problems. The site survey is your first closing attempt, and will prevent you from spending hours giving away too much information and save you from working with a non-serious client.
Added By: Computer Consulting 101
Build Business Relationships -- Especially When You Know No One
You probably find it very difficult to create business relationships when you don’t yet know anyone. Whether you are new to town, unfamiliar with the area or are not part of a business organization, the only way to start business relationships is to just start doing it. If you are a relatively new computer solution provider, you probably have not yet started to fully understand the importance of business relationships, but that doesn’t mean you shouldn’t jump right in.
PUT YOUR BUSINESS RELATIONSHIPS ON THE FAST TRACK
There is no real way to speed up the process of building business relationships. They are about time and numbers, meaning you must put in time with people to get larger numbers of contacts. The 90/10 rule applies to the cultivation of business relationships, meaning that or every ten hours of time, nine you should spend working on your business relationships and the other one hour keeping abreast of technological advances.
To speed up the building of relationships, just put in a regular 8-10 hours per week joining business organizations and taking part. You should go to two or three events per week instead of that same number per month. If you carry out this process, you will meet 80-100 people and increase your chances of developing very strong business relationships.
You can’t create strong business relationships overnight. If you don’t know anyone or are new to the area, be proactive about going out and getting active in the community and in business organizations.
Blogged By: Joshua Feinberg
PUT YOUR BUSINESS RELATIONSHIPS ON THE FAST TRACK
There is no real way to speed up the process of building business relationships. They are about time and numbers, meaning you must put in time with people to get larger numbers of contacts. The 90/10 rule applies to the cultivation of business relationships, meaning that or every ten hours of time, nine you should spend working on your business relationships and the other one hour keeping abreast of technological advances.
To speed up the building of relationships, just put in a regular 8-10 hours per week joining business organizations and taking part. You should go to two or three events per week instead of that same number per month. If you carry out this process, you will meet 80-100 people and increase your chances of developing very strong business relationships.
You can’t create strong business relationships overnight. If you don’t know anyone or are new to the area, be proactive about going out and getting active in the community and in business organizations.
Blogged By: Joshua Feinberg
Wednesday, August 02, 2006
How to Eliminate Time Wasting Computer Consulting Prospects
When you work in computer consulting, you are selling time. Because your time is valuable, you need to qualify each customer service call before making it so you can decide if the need is urgent enough, financially feasible and if the client is truly in pain. As someone in computer consulting, your time is being sold above personality and business knowledge, so you can’t afford time wasting prospects and clients. You should be accounting for each hour spent, billable or non-billable. Every hour is valuable, even those not dedicated to sales. Prospecting, administrative and other types of hours need to be efficiently used.
IS IT AN EMERGENCY?
If you want to truly get rid of time wasting clients, you need to gauge the level of urgency when you first speak to them via phone, email or in person. A client may have a down server that is destroying work for 27 employees, and this definitely qualifies as an emergency. However, the client may be dealing with a dysfunctional link between a PDA and a salesperson’s computer; a one-person emergency is not the best use of your time.
COMPUTER CONSULTING BUDGET
You need to know clients’ budgets going into the project. If the company is broke, it will be a waste of your time to even consider doing work. Put these people on a follow-up list and call back in three or six months to find out how much IT money is available.
YOUR TACT AS A COMPUTER CONSULTING PROFESSIONAL
You have to be careful when speaking to prospects about computer consulting support. Ask questions about previous and present computer consulting support. If you find they have only used volunteers or moonlighters offering bargain prices, you will know how big the IT budget is. You may find that a company is already working with another provider, even someone you think of as competition. This will let you know the client is able to afford your services and willing to pay for them.
WHAT IS THE LEVEL OF PAIN?
If you can identify the amount of pain a prospect is in, you will be better equipped to pitch the right solution and sell your computer consulting services.
Added By: Computer Consulting Kit
IS IT AN EMERGENCY?
If you want to truly get rid of time wasting clients, you need to gauge the level of urgency when you first speak to them via phone, email or in person. A client may have a down server that is destroying work for 27 employees, and this definitely qualifies as an emergency. However, the client may be dealing with a dysfunctional link between a PDA and a salesperson’s computer; a one-person emergency is not the best use of your time.
COMPUTER CONSULTING BUDGET
You need to know clients’ budgets going into the project. If the company is broke, it will be a waste of your time to even consider doing work. Put these people on a follow-up list and call back in three or six months to find out how much IT money is available.
YOUR TACT AS A COMPUTER CONSULTING PROFESSIONAL
You have to be careful when speaking to prospects about computer consulting support. Ask questions about previous and present computer consulting support. If you find they have only used volunteers or moonlighters offering bargain prices, you will know how big the IT budget is. You may find that a company is already working with another provider, even someone you think of as competition. This will let you know the client is able to afford your services and willing to pay for them.
WHAT IS THE LEVEL OF PAIN?
If you can identify the amount of pain a prospect is in, you will be better equipped to pitch the right solution and sell your computer consulting services.
Added By: Computer Consulting Kit
An Initial Set of Tricks for Solution Providers in Training Seminars
Solution providers should think about using training seminars as a marketing strategy in order to learn skills that can increase trust and credibility in the industry. This initial set of tips can help you as a solution provider when sponsoring training seminars:
1. Training seminars are marketing tools and not just charity work for others. This means you have to make the seminar worthwhile for attendees while putting forth a clear sales message for yourself.
2. You should choose a training seminar topic that will interest your target. Survey people within your network – at least 10-20 – to figure out what might be most appealing.
3. Keep track of commonalities between respondents when giving an informal pre-survey. Add these additional topics to the current training seminar when relevant, or simply use them for future sessions.
4. Know the topic you choose well to prove your strengths instead of illuminating weak areas.
5. Make a clear RSVP date and offer limited space. These two elements should be clear when you are sending out announcements for the training seminar so people will register on time believing your event to be in high demand.
6. Send a confirmation in writing to all that register for the training seminar to help ensure attendance. You can even make calls the day before as an extra measure.
7. Provide a check-in system so you can track attendees. Follow up with registrants that don’t end up coming to the training seminar to let them know they are important.
8. Make a survey for the training seminar that people can fill out at the end. You can provide a free report or CD along with other seminar materials to those that finish them. The information attendees put on the survey will give you ideas for marketing, leads and referrals in the future.
9. Give a special offer to those signing up for your featured service and make the offer only available for a limited time. Therefore attendees will have to decide quickly while they are still thinking of what you offer.
Blogged By: Computer Consulting 101 Professional Kit
1. Training seminars are marketing tools and not just charity work for others. This means you have to make the seminar worthwhile for attendees while putting forth a clear sales message for yourself.
2. You should choose a training seminar topic that will interest your target. Survey people within your network – at least 10-20 – to figure out what might be most appealing.
3. Keep track of commonalities between respondents when giving an informal pre-survey. Add these additional topics to the current training seminar when relevant, or simply use them for future sessions.
4. Know the topic you choose well to prove your strengths instead of illuminating weak areas.
5. Make a clear RSVP date and offer limited space. These two elements should be clear when you are sending out announcements for the training seminar so people will register on time believing your event to be in high demand.
6. Send a confirmation in writing to all that register for the training seminar to help ensure attendance. You can even make calls the day before as an extra measure.
7. Provide a check-in system so you can track attendees. Follow up with registrants that don’t end up coming to the training seminar to let them know they are important.
8. Make a survey for the training seminar that people can fill out at the end. You can provide a free report or CD along with other seminar materials to those that finish them. The information attendees put on the survey will give you ideas for marketing, leads and referrals in the future.
9. Give a special offer to those signing up for your featured service and make the offer only available for a limited time. Therefore attendees will have to decide quickly while they are still thinking of what you offer.
Blogged By: Computer Consulting 101 Professional Kit
Tuesday, August 01, 2006
Time Warner Computer Business Purchases Xspedius
Computer business communications provider Time Warner Telecom Inc. announced that it would be acquiring telecommunications provider Xspedius Communications, LLC in a $531.5 million deal. Accordint the the deal, Time Warner will pay $212.5 million in cash and $319 million in stock to Xspedius, but will not accept any of the company’s outstanding debt. The deal will be done within the next six months, assuming typical closing procedures.
Computer business Time Warner Telecom offers networking solutions to 22 states worth of businesses and organizations in the United States. It provides data and Internet access, local and long distance voice services for long distance companies, wireless companies and other enterprise organizations.
Xspedius is based in Missourri and provides services in communications to enterprise businesses and customers of carriers. Among its offerings are metro Ethernet, local and long distance voice, data and Internet access services and other telecommunications items to 43 different markets across the United States and D.C.
Time Warner is predicting that Xspedius will alone create approximately $230 million to $250 million of revenue in 2007. The purchase of the company by the computer business will expand the reach of Time Warner and give it a larger national presence.
For the full year of 2007, Time Warner Telecom expects Xspedius' stand-alone operations to generate about $230m to $250m of revenue, Time Warner said in a statement. Time Warner Telecom, based in Littleton, CO started in 1993 as an outgrowth of Time Warner Cable and in 1997 began to deliver business services. The computer business company is now totally separate from Time Warner Cable and has been since 1999.
Added By: Computer Consulting 101
Computer business Time Warner Telecom offers networking solutions to 22 states worth of businesses and organizations in the United States. It provides data and Internet access, local and long distance voice services for long distance companies, wireless companies and other enterprise organizations.
Xspedius is based in Missourri and provides services in communications to enterprise businesses and customers of carriers. Among its offerings are metro Ethernet, local and long distance voice, data and Internet access services and other telecommunications items to 43 different markets across the United States and D.C.
Time Warner is predicting that Xspedius will alone create approximately $230 million to $250 million of revenue in 2007. The purchase of the company by the computer business will expand the reach of Time Warner and give it a larger national presence.
For the full year of 2007, Time Warner Telecom expects Xspedius' stand-alone operations to generate about $230m to $250m of revenue, Time Warner said in a statement. Time Warner Telecom, based in Littleton, CO started in 1993 as an outgrowth of Time Warner Cable and in 1997 began to deliver business services. The computer business company is now totally separate from Time Warner Cable and has been since 1999.
Added By: Computer Consulting 101
News for IT Consultants: Zeus Partners with IXEurope
The latest news for IT consultants is that top software provider Zeus Technology, based in Cambridge will be partnering with IXEurope. This new relationship will be the only traffic management software offered by IXEurope as part of its IXExchange community portal.
IXEurope is a leading and steadily growing provider of datacenter services and uses the IXExchange portal as a reference library that provides information to IT consultants and others about specific services and products. Other customers of IXEurope, besides IT consultants include managed service providers and network service providers. The Zeus and IXEurope combination, called ZXTM will offer different organizations a thorough plan for traffic management, network security and resource optimization to make interaction between different application services more efficient.
Zeus is accompanying a network of approved partners providing IXEurope customers many different IT and networking systems that help better facilitate performance in datacenters. The ZXTM is an expansion of Zeus’ activity within the IT consultants channel that up until this point has included OEM and licensing agreements.
As Zeus grows, more customers are using the datacenter services to host and manage business applications, according to spokespeople for the company. Since the traffic and performance needs of companies is increasing as technology expands, ZXTM will become more necessary and in demand for those looking for more flexible and long-term solutions.
Blogged By: Joshua Feinberg
IXEurope is a leading and steadily growing provider of datacenter services and uses the IXExchange portal as a reference library that provides information to IT consultants and others about specific services and products. Other customers of IXEurope, besides IT consultants include managed service providers and network service providers. The Zeus and IXEurope combination, called ZXTM will offer different organizations a thorough plan for traffic management, network security and resource optimization to make interaction between different application services more efficient.
Zeus is accompanying a network of approved partners providing IXEurope customers many different IT and networking systems that help better facilitate performance in datacenters. The ZXTM is an expansion of Zeus’ activity within the IT consultants channel that up until this point has included OEM and licensing agreements.
As Zeus grows, more customers are using the datacenter services to host and manage business applications, according to spokespeople for the company. Since the traffic and performance needs of companies is increasing as technology expands, ZXTM will become more necessary and in demand for those looking for more flexible and long-term solutions.
Blogged By: Joshua Feinberg
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