Many times when you sell computer networks or other IT products and services, your small business clients will have issues with the sales process.
WHERE DOES THE PROBLEM START?
Usually the problem with sales to small businesses begins when you tell them about network upgrades. Many will focus on cost and not think about the investment opportunities presented by small business networks. Clients, customers and prospects forget to think about potential downtime and loss of productivity that results from taking shortcuts. While dead-end solutions may carry a low price tag, they show no thought for the future and can actually lead to more costly problems than service contracts and on-going support for small business networks.
Even if you provide incredibly detailed initial consultations, IT audits, site surveys and network design reports, clients may still take issue with some aspect of the process right before you get the contract signed.
OVERCOING SALES ISSUES IS CRITICAL
Even a minor concern can completely ruin a sale, so you need to develop the right business skills to overcome client objections. If you have a plan of action, you will be less likely to get defensive or annoyed with prospects or clients, and you can keep focused on the task at hand and continue to find the best solution for the small business client. Most importantly, you need to finish the sale, because your client is only in the business of solving the problems of paying clients.
APATHY
Apathy on the part of small business clients takes a strong counterattack. Small business decision-makers with a case of apathy cannot look forward to implementing a network and might take weeks, months or years before the implementation becomes urgent. Finding the root of the apathy by asking direct questions can help you figure out the way to deal with it appropriately and get past it to the sale. Tell cautionary tales to get your point across as well.
THE NETWORK RELIABILITY TOOL
PC/LAN network reliability can become unstable when the user of a P2P server accidentally performs a shutdown and restart because a software program asked for a reboot sequence. Protecting data with P2P networks can typically only be an afterthought, so if the server isn’t protected with the right hard drives, a tape backup drive, antivirus software and other elements, anything can happen. Sometimes you may get lucky and a disaster will step in to prove your point while you are trying to close a sale.
FEAR OF CATASTRPHIC DATA LOSS
Disasters are fantastic motivators for small business clients, and can make them extremely interested in your network solution that probably involves centralized security and advanced data protection.
Similarly, discontinued technical support can motivate a client to overcome objections, especially when it comes to niche applications and software, such as those designed for accountants, attorneys, physicians and other professionals. After a while, your client will find that the vendor of the software stops providing support, updates and patches, causing them to need and upgrade to the software and also his network. This is where you step in to save the day.
You can also overcome apathetic client objections by talking about your prospects’, clients’ or customers’ competition and how other small businesses in the industry are upgrading. You can note that you are seeing a trend in technology or software that will alter the landscape and make their outdated solutions inefficient and ultimately be bad for business.
Added By: Computer Consulting 101
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Monday, July 31, 2006
Networking or Direct Mail Postcards?
Direct mail postcards are used often to market a computer consulting business, but networking is one of the most effective ways. The following list provides a comparison of direct mail postcards and marketing and can help you decide what method works best for your specific business:
1. Leads obtained through direct mail postcards are less high quality than those obtained through networking. Postcards give no opportunity for a personal connection.
2. Networking can be challenging time-wise because often you may have to make several calls and many contacts to build trust and credibility. Direct mail postcards take much less time.
3. Direct mail postcards present the opportunity to make a focused offer with a deadline. Networking can be less focused because you have to just put yourself on the line and see if your contacts respond.
4. Direct mail postcards can eventually be automated, whereas networking is a constant effort over time.
5. Networking can take a big chunk of time out of your schedule. You may spend 35-40 hours per year going to networking functions for every organization you join. That coupled with maintaining relationships you build can take a lot of time. Direct mail postcards are done once you have designed the copy and printed them.
6. The response rate of direct mail postcards is entirely based on how targeted you make the mailing. You may only get a 1% response rate, even if you send out 10,000 direct mail postcards, and it is more likely to be closer to ½ of a percent. Networking yields better results.
7. The cost per lead with direct mail postcards can be high -- $2,000 to $5,000. Networking might cost $1,000 per organization annually.
There are trade-offs whether you choose direct mail postcards or networking as your marketing technique. You can only find the technique that works best for you by trying both and tracking results over time.
Blogged by: Computer Consulting 101 Professional Kit
1. Leads obtained through direct mail postcards are less high quality than those obtained through networking. Postcards give no opportunity for a personal connection.
2. Networking can be challenging time-wise because often you may have to make several calls and many contacts to build trust and credibility. Direct mail postcards take much less time.
3. Direct mail postcards present the opportunity to make a focused offer with a deadline. Networking can be less focused because you have to just put yourself on the line and see if your contacts respond.
4. Direct mail postcards can eventually be automated, whereas networking is a constant effort over time.
5. Networking can take a big chunk of time out of your schedule. You may spend 35-40 hours per year going to networking functions for every organization you join. That coupled with maintaining relationships you build can take a lot of time. Direct mail postcards are done once you have designed the copy and printed them.
6. The response rate of direct mail postcards is entirely based on how targeted you make the mailing. You may only get a 1% response rate, even if you send out 10,000 direct mail postcards, and it is more likely to be closer to ½ of a percent. Networking yields better results.
7. The cost per lead with direct mail postcards can be high -- $2,000 to $5,000. Networking might cost $1,000 per organization annually.
There are trade-offs whether you choose direct mail postcards or networking as your marketing technique. You can only find the technique that works best for you by trying both and tracking results over time.
Blogged by: Computer Consulting 101 Professional Kit
Sunday, July 30, 2006
New Verizon Discount Program Might Hurt Solution Providers
Verizon Business recently started offering a new discount program for network data and voice solutions. Sold directly to customers, this program may cut out some business for solution providers.
This program, the Verizon Client Advantage Program (VCAP) presents customer with unbeatable prices on total network solutions, and solution providers and others have stated they have been unable to compete and have been losing bids to VCAP. The solutions offer the carrier’s services plus products from other major vendors, including Cisco Systems, Juniper Networks, Nortel Networks, 3Com and many others. Customers can also include outsourced IT solutions, managed network services and even call center and help desk services as part of the plan.
While VCAP was not announced publicly by Verizon Business and information about the pogram isn’t even listed on the website, solution providers have experienced first-hand the competition and have noted vague mentions of the program by Verizon spokespeople. Some solution providers heard about VCAP earlier in the year when involved with some of the companies working with the VCAP program, like Juniper Networks. Many solution providers have noted that on the surface they have seemed to be on the verge of winning many deals, but then at the last minute have found themselves losing to Verizon. VCAP is reportedly the first formally crafted deep discount program offered by a service provider in the solution provider market.
VCAP has offered discounts to over 40 New Jersey schools, including Rutgers, Seton Hall, Rider and Mercer, and relationships with these schools has allowed the company to position itself ahead of solution providers in the channel. While deep discounts are not new phenomena for equipment in solutions, this new offering has allowed the bids to go way lower than solution providers can afford. Because of huge amounts of resources, carriers like this can bid so low that they can take an initial loss and gain it back in service payments. The deals are re-crafted until Verizon and other major companies like it win.
Networking vendors such as Cisco and Juniper have struggled with conflicts with solution providers and service providers for years, but recently the struggle has grown worse.
Added By: Computer Consulting 101 Professional Kit
This program, the Verizon Client Advantage Program (VCAP) presents customer with unbeatable prices on total network solutions, and solution providers and others have stated they have been unable to compete and have been losing bids to VCAP. The solutions offer the carrier’s services plus products from other major vendors, including Cisco Systems, Juniper Networks, Nortel Networks, 3Com and many others. Customers can also include outsourced IT solutions, managed network services and even call center and help desk services as part of the plan.
While VCAP was not announced publicly by Verizon Business and information about the pogram isn’t even listed on the website, solution providers have experienced first-hand the competition and have noted vague mentions of the program by Verizon spokespeople. Some solution providers heard about VCAP earlier in the year when involved with some of the companies working with the VCAP program, like Juniper Networks. Many solution providers have noted that on the surface they have seemed to be on the verge of winning many deals, but then at the last minute have found themselves losing to Verizon. VCAP is reportedly the first formally crafted deep discount program offered by a service provider in the solution provider market.
VCAP has offered discounts to over 40 New Jersey schools, including Rutgers, Seton Hall, Rider and Mercer, and relationships with these schools has allowed the company to position itself ahead of solution providers in the channel. While deep discounts are not new phenomena for equipment in solutions, this new offering has allowed the bids to go way lower than solution providers can afford. Because of huge amounts of resources, carriers like this can bid so low that they can take an initial loss and gain it back in service payments. The deals are re-crafted until Verizon and other major companies like it win.
Networking vendors such as Cisco and Juniper have struggled with conflicts with solution providers and service providers for years, but recently the struggle has grown worse.
Added By: Computer Consulting 101 Professional Kit
Computer Business Microsoft Revamps PCs
Recently computer business Microsoft announced plans to focus more on the design aspects of its PCs. Spokespeople for the company, possibly in response to the stress on design of rival computer business Apple, Inc. state that they will be offering enhanced color options, a sleeker and more aesthetically pleasing look and other features in order to get people to change their perspective on the typically business-oriented PC.
The computer business has hired a team of 20 designers to work on the new computers for the past 18 months to create a new image for the machines running Microsoft’s next operating system, Windows Vista. Microsoft hopes that the slick new design will help users overlook some of the problems Vista has experienced prior to its release. The operating system will finally reach consumers in January of 2007, many years behind schedule and without a lot of the features it was supposed to sport. The launch of the new product will be a major event in the computer business.
While Microsoft has been redesigning its hardware for many years and has created such innovative and popular designs as the Xbox game console and others, the transformation of the PC is a new level. This redesign marks a change in the computer business and the world of PCs that was once divided into companies that make important software and the other companies that run the low-end machines that ran the software.
In recent years, computer business Apple has led the industry with innovative design concepts, building a unified system for all its products, with the Mac and then the iPod. Though Apple still only sells one computer per 20 PCs, the iPod has revealed that consumers prefer a system that is uncomplicated.
The goal of the new Vista software and the new PCs is to bring together hardware design and aesthetics, which many are saying copies Apple’s motto. The computer business even plans to create a music system called Zune that will only work with its own Microsoft planned music services, much like the iPod works with the iTunes Music Store.
Microsoft is so far just using a soft sell with PC makers, but soon the computer business hopes to start selling on a larger scale, as soon as the designs are more complete and tested.
Blogged By: Joshua Feinberg
The computer business has hired a team of 20 designers to work on the new computers for the past 18 months to create a new image for the machines running Microsoft’s next operating system, Windows Vista. Microsoft hopes that the slick new design will help users overlook some of the problems Vista has experienced prior to its release. The operating system will finally reach consumers in January of 2007, many years behind schedule and without a lot of the features it was supposed to sport. The launch of the new product will be a major event in the computer business.
While Microsoft has been redesigning its hardware for many years and has created such innovative and popular designs as the Xbox game console and others, the transformation of the PC is a new level. This redesign marks a change in the computer business and the world of PCs that was once divided into companies that make important software and the other companies that run the low-end machines that ran the software.
In recent years, computer business Apple has led the industry with innovative design concepts, building a unified system for all its products, with the Mac and then the iPod. Though Apple still only sells one computer per 20 PCs, the iPod has revealed that consumers prefer a system that is uncomplicated.
The goal of the new Vista software and the new PCs is to bring together hardware design and aesthetics, which many are saying copies Apple’s motto. The computer business even plans to create a music system called Zune that will only work with its own Microsoft planned music services, much like the iPod works with the iTunes Music Store.
Microsoft is so far just using a soft sell with PC makers, but soon the computer business hopes to start selling on a larger scale, as soon as the designs are more complete and tested.
Blogged By: Joshua Feinberg
Saturday, July 29, 2006
Networking Groups and Moonlighting
Many times networking groups meet during daytime hours, meaning that if you are a computer consultant with a regular job that is moonlighting as you try to start your business, you can run into problems with attendance of important networking events. Because going to networking groups is absolutely imperative in order to succeed, you need to figure out how to work attendance into your schedule.
TIPS FOR ATTENTING NETWORKING GROUPS WHILE MOONLIGHTING
1. Seek out networking groups with events in the early evenings. Many networking groups have this schedule and finding these groups can help you take less time off work.
2. When you have to leave work before the end of the day in order to go to a networking group event, be as non-disruptive as possible. Give plenty of advance notice and work ahead when possible.
3. Think about how you can use personal days for attending the really critical networking events that arise.
4. If there are some networking groups that meet for breakfast, you can make arrangements to come to work late.
5. Long lunches can help you squeeze in important networking events. Midday meetings are also the least interruptive of your regular work and consulting gigs.
6. You need to be selective about the networking groups you join and what events you attend. Make a list of the important events and put off those that have less potential. When you are moonlighting you have to compromise to get the most out of your valuable time.
The most important thing about networking events is that they are essential to your success as a computer consultant, even when you are just moonlighting. Networking groups provide you with the contacts you will need to protect the future of your business.
Blogged By: Joshua Feinberg
TIPS FOR ATTENTING NETWORKING GROUPS WHILE MOONLIGHTING
1. Seek out networking groups with events in the early evenings. Many networking groups have this schedule and finding these groups can help you take less time off work.
2. When you have to leave work before the end of the day in order to go to a networking group event, be as non-disruptive as possible. Give plenty of advance notice and work ahead when possible.
3. Think about how you can use personal days for attending the really critical networking events that arise.
4. If there are some networking groups that meet for breakfast, you can make arrangements to come to work late.
5. Long lunches can help you squeeze in important networking events. Midday meetings are also the least interruptive of your regular work and consulting gigs.
6. You need to be selective about the networking groups you join and what events you attend. Make a list of the important events and put off those that have less potential. When you are moonlighting you have to compromise to get the most out of your valuable time.
The most important thing about networking events is that they are essential to your success as a computer consultant, even when you are just moonlighting. Networking groups provide you with the contacts you will need to protect the future of your business.
Blogged By: Joshua Feinberg
Friday, July 28, 2006
What Do I Need to Be a Computer Consultant?
Maybe you have always wanted to be a computer consultant, but you are not sure if you could do it. If you have a basic knowledge of computer systems, great problem-solving skills and a love of working with people, you already have the main traits you need to be a good computer consultant.
HELP YOUR INCOME
In a regular IT job, your earnings potential and career advancement opportunities are, in the end, beyond your control. You can’t control incompetence around you, bad management or a skewed seniority system. Becoming a computer consultant eliminates many of these issues. You get control over your future. You will never have to work with incompetent people if you don’t want to, and you can find new clients to replace ones that don’t work well with you. You can be guaranteed that the people paying you $100 per hour for your expertise value you too; if they didn’t, they wouldn’t pay you.
COMPUTER CONSULTANT BUSINESS OPPORTUNITIES
Those working as computer consultants are part of a steadily growing market that thrives on diverse services. Every company today needs some form of IT assistance, and as a computer consultant you have the potential of an unlimited pool of clients and a long-lasting career.
You may wonder why you would want to become a computer consultant when so many people are doing it. Competition is actually one of the best things for computer consultant; it signifies that the industry is healthy and growing. You wouldn’t want to be part of an industry where no one else was succeeding. As with in any other viable business, many computer consultant companies are badly run and have a problem satisfying their customers. This is your opportunity to provide a cost-effective solution that focuses on your clients and make yourself stand out from the crowd.
As technology grows, more opportunities are created. While some technologies will become obsolete in the future, new ones will emerge.
REQUISITE SKILLS
If you are the one everyone looks to in your office or among your friends and family for help with computer problems, you already have a good start as a potential computer consultant. You don’t have to be an expert in every type of technology to be a good computer consultant. Many of your skills gaps can be filled in by finding good partners with strengths that compliment your weaknesses.
MOVING FROM EMPLOYEE TO COMPUTER CONSULTANT
If you are an employee of the computer industry, the transition to computer consultant is a good one. It will increase your income and give you many other benefits. You can start by moonlighting to find out if you like being a computer consultant without giving up your day job. You can also start to build a list of clients and references to give yourself a head start.
NON-TECHNICAL SKILLS
Being a computer consultant goes beyond technical knowledge. You need to be self-motivated, have the ability to work even without someone looking over your shoulder and be able to multi-task and fulfill many different functions, from accounting and marketing to sales and operations.
Maybe these items sound overwhelming. However, while all the above skills are important to being successful as a computer consultant, there are ways you can manage them through delegation and other techniques without completely killing yourself.
Added By: Computer Consulting 101
HELP YOUR INCOME
In a regular IT job, your earnings potential and career advancement opportunities are, in the end, beyond your control. You can’t control incompetence around you, bad management or a skewed seniority system. Becoming a computer consultant eliminates many of these issues. You get control over your future. You will never have to work with incompetent people if you don’t want to, and you can find new clients to replace ones that don’t work well with you. You can be guaranteed that the people paying you $100 per hour for your expertise value you too; if they didn’t, they wouldn’t pay you.
COMPUTER CONSULTANT BUSINESS OPPORTUNITIES
Those working as computer consultants are part of a steadily growing market that thrives on diverse services. Every company today needs some form of IT assistance, and as a computer consultant you have the potential of an unlimited pool of clients and a long-lasting career.
You may wonder why you would want to become a computer consultant when so many people are doing it. Competition is actually one of the best things for computer consultant; it signifies that the industry is healthy and growing. You wouldn’t want to be part of an industry where no one else was succeeding. As with in any other viable business, many computer consultant companies are badly run and have a problem satisfying their customers. This is your opportunity to provide a cost-effective solution that focuses on your clients and make yourself stand out from the crowd.
As technology grows, more opportunities are created. While some technologies will become obsolete in the future, new ones will emerge.
REQUISITE SKILLS
If you are the one everyone looks to in your office or among your friends and family for help with computer problems, you already have a good start as a potential computer consultant. You don’t have to be an expert in every type of technology to be a good computer consultant. Many of your skills gaps can be filled in by finding good partners with strengths that compliment your weaknesses.
MOVING FROM EMPLOYEE TO COMPUTER CONSULTANT
If you are an employee of the computer industry, the transition to computer consultant is a good one. It will increase your income and give you many other benefits. You can start by moonlighting to find out if you like being a computer consultant without giving up your day job. You can also start to build a list of clients and references to give yourself a head start.
NON-TECHNICAL SKILLS
Being a computer consultant goes beyond technical knowledge. You need to be self-motivated, have the ability to work even without someone looking over your shoulder and be able to multi-task and fulfill many different functions, from accounting and marketing to sales and operations.
Maybe these items sound overwhelming. However, while all the above skills are important to being successful as a computer consultant, there are ways you can manage them through delegation and other techniques without completely killing yourself.
Added By: Computer Consulting 101
Wednesday, July 26, 2006
The First Things Sweet Spot Clients are Looking for in a Computer Consulting Business
When you are offering business-to-business or B2B service, your ideal computer consulting business clients, otherwise known as “sweet spot” clients are companies that have 10-50 PCs and $1-10 million annual revenue. Sweet spot clients look for the following four qualities in their computer consulting businesses: response time; business and technical knowledge; customer service and price and value. This entry focuses on the first two items -- response time and knowledge
THE VALUE OF SPEED
When a small business really needs IT, response time will be a huge factor in its selection of the right computer consulting firm. Since any downtime means lost funds, how quickly a computer consulting business can handle an emergency IT need is critical.
BUSINESS AND INDUSTRY KNOWLEDGE
Your business and industry knowledge as a group of computer consulting business professionals is really important. How well do your employees understand a particular client’s niche and field? Sweet spot clients want tech providers that can solve business problems and technical problems simultaneously. The computer consulting business becomes the outsourced IT department for sweet spot customers. While you will definitely be offering hardware support, software support, LAN and WAN support you need to give clients complete solutions that include more than just technical fixes.
Added By: Joshua Feinberg
THE VALUE OF SPEED
When a small business really needs IT, response time will be a huge factor in its selection of the right computer consulting firm. Since any downtime means lost funds, how quickly a computer consulting business can handle an emergency IT need is critical.
BUSINESS AND INDUSTRY KNOWLEDGE
Your business and industry knowledge as a group of computer consulting business professionals is really important. How well do your employees understand a particular client’s niche and field? Sweet spot clients want tech providers that can solve business problems and technical problems simultaneously. The computer consulting business becomes the outsourced IT department for sweet spot customers. While you will definitely be offering hardware support, software support, LAN and WAN support you need to give clients complete solutions that include more than just technical fixes.
Added By: Joshua Feinberg
Terms of Payment and Your Computer Consulting Business
Terms of payment will be abused by even your best clients if you allow them to take advantage. When setting payment terms, your first thought should be of yourself. Never become accustomed to extending credit or giving discounts when they are not deserved. The following tips can help you create the best terms of payment for your computer consulting business.
TIPS FOR SETTING PAYMENT TERMS
1. Don’t use net 30 to set your terms of payment, otherwise known as stolen discounts. Instead use net seven or net ten so you don’t appear to be giving discounts.
2. Don’t use the term “payment on receipt,” since you don’t know when they will receive it.
3. Set a specific payment due date on your invoice.
DEALING WITH PAST DUE PAYMENTS
When payments go past due, you have to find a way to collect your money:
1. Delay the non-paying clients’ appointments for a week to try to get the point across that you need payment before continuing work.
2. Pick up the phone rather than faxing or sending a letter or emails. You will often get what you want when your clients are forced to talk to you.
3. Make a personal visit.
Regardless of how you collect, don’t let late payments extend beyond two terms. Move quickly to get money owed if the payment goes beyond 28 days late.
The best way to set terms of payment is defensively. Make decisions in your best interest and collect money up-front whenever possible to keep relationships strong and get the money you are owed as efficiently as possible.
Blogged By: Computer Consulting Kit
TIPS FOR SETTING PAYMENT TERMS
1. Don’t use net 30 to set your terms of payment, otherwise known as stolen discounts. Instead use net seven or net ten so you don’t appear to be giving discounts.
2. Don’t use the term “payment on receipt,” since you don’t know when they will receive it.
3. Set a specific payment due date on your invoice.
DEALING WITH PAST DUE PAYMENTS
When payments go past due, you have to find a way to collect your money:
1. Delay the non-paying clients’ appointments for a week to try to get the point across that you need payment before continuing work.
2. Pick up the phone rather than faxing or sending a letter or emails. You will often get what you want when your clients are forced to talk to you.
3. Make a personal visit.
Regardless of how you collect, don’t let late payments extend beyond two terms. Move quickly to get money owed if the payment goes beyond 28 days late.
The best way to set terms of payment is defensively. Make decisions in your best interest and collect money up-front whenever possible to keep relationships strong and get the money you are owed as efficiently as possible.
Blogged By: Computer Consulting Kit
Tuesday, July 25, 2006
Solution Providers Get New Monitoring Tool from AdventNet
AdventNet recently announced a new product for solution providers searching for the right MSP monitoring platform and are offering a free test of AdventNet’s OpManager MSP version 6002. This platform has new features and gives solution providers the option of using free 30-day trial versions of the full product with as many customers in as many locations as they want.
OpManager MSP 6002 is downloadable and is a good foundation for MSP businesses, allowing solution providers to remotely control many aspects including monitoring, troubleshooting and the generation of very detailed reports regarding customer networks and machine performance. This version improves upon the report scheduling function along with CPU, memory and disc utilization reading. OpManager MSP 6002 also offers better active directory integration.
The trial versions of this program can be used by solution providers to sell MSP services and gauge the customer’s network, leading to future hardware and software sales. Solution providers just have to pay for customer licenses if clients use the product beyond 30 days. New trial versions are unlimited and can be downloaded 24 hours a day.
According to AdventNet, this new product can help gather new customers for solution providers that are MSPs and help cut licensing fees while still introducing the product. Solution providers can avoid the expensive process of keeping a seat license inventory from many different vendors and allows for much more streamlined purchase of licenses.
Companies like Kaseya that sell their licenses in blocks, causing solution providers to often have more than they need also sell free 30-day trials of products, but not in bulk like AdventNet’s new offering. Kaseya does sometimes extend this 30-day period, but only if the company perceives that the sale will be closed.
For further specifications on the new OpManager MSP product, solution providers can visit the link above. AdventNet has solution provider partners globally and developers but does most of its business in the United States.
Added By: Computer Consulting
OpManager MSP 6002 is downloadable and is a good foundation for MSP businesses, allowing solution providers to remotely control many aspects including monitoring, troubleshooting and the generation of very detailed reports regarding customer networks and machine performance. This version improves upon the report scheduling function along with CPU, memory and disc utilization reading. OpManager MSP 6002 also offers better active directory integration.
The trial versions of this program can be used by solution providers to sell MSP services and gauge the customer’s network, leading to future hardware and software sales. Solution providers just have to pay for customer licenses if clients use the product beyond 30 days. New trial versions are unlimited and can be downloaded 24 hours a day.
According to AdventNet, this new product can help gather new customers for solution providers that are MSPs and help cut licensing fees while still introducing the product. Solution providers can avoid the expensive process of keeping a seat license inventory from many different vendors and allows for much more streamlined purchase of licenses.
Companies like Kaseya that sell their licenses in blocks, causing solution providers to often have more than they need also sell free 30-day trials of products, but not in bulk like AdventNet’s new offering. Kaseya does sometimes extend this 30-day period, but only if the company perceives that the sale will be closed.
For further specifications on the new OpManager MSP product, solution providers can visit the link above. AdventNet has solution provider partners globally and developers but does most of its business in the United States.
Added By: Computer Consulting
Computer Services Firm ACS Re-signs with Solano
Computer services firm Affiliated Computer Services (ACS) recently stated it would be re-signing a deal with Solano County in California. The computer services deal will be worth $15.2 million and last for three years. ACS is to provide computer services in the form of technology services that will help with the County’s infrastructure. The computer services firm will support desktop, applications and helpdesk settings. On top of this deal comes the option of two years worth of continued IT services for approximately $35 million.
ACS announced that this renewed contract also includes many projects that will improve infrastructure in the County. Similarly, helpdesk services will move to the computer services firm’s large service center in Portland, OR, as will the new IT project management firm in charge of controlling best practices and many other initiatives.
Blogged By: Computer Consulting 101
ACS announced that this renewed contract also includes many projects that will improve infrastructure in the County. Similarly, helpdesk services will move to the computer services firm’s large service center in Portland, OR, as will the new IT project management firm in charge of controlling best practices and many other initiatives.
Blogged By: Computer Consulting 101
Monday, July 24, 2006
Why You Need Paying Customers During the Start-Up Phase of Computer Consulting
No matter what the level of your computer consulting services during start-up, your firm should get paying clients that are in line with your technical skills. Start with home offices or small businesses and companies with simple P2P networks just to get some paying clients and some decent references.
USE ONE-SHOTS AS A LAUNCHING PAD
You need to move beyond simple clients and one-shot deals eventually because you want your small business computer consulting company to be dependent upon recurring revenue retainer agreements and more complicated solutions. Still, during the start-up phase of a computer consulting business smaller accounts can be helpful. Still, you should move steadily towards the more sophisticated long-term accounts.
NEVER STOP LEARNING
If you suspect that your low level of technical training is keeping you from getting clients with more complicated solutions, make time each week, even just two or three hours for training. You can use tutorials and resource kits and install your not-for-resale software for practice and break the installation to look more closely at the setup.
Added By: Computer Consulting 101
USE ONE-SHOTS AS A LAUNCHING PAD
You need to move beyond simple clients and one-shot deals eventually because you want your small business computer consulting company to be dependent upon recurring revenue retainer agreements and more complicated solutions. Still, during the start-up phase of a computer consulting business smaller accounts can be helpful. Still, you should move steadily towards the more sophisticated long-term accounts.
NEVER STOP LEARNING
If you suspect that your low level of technical training is keeping you from getting clients with more complicated solutions, make time each week, even just two or three hours for training. You can use tutorials and resource kits and install your not-for-resale software for practice and break the installation to look more closely at the setup.
Added By: Computer Consulting 101
Ten Tools for Time Management
Your ability for successful time management will put you above the crowd and help you be more efficient, effective and make a larger profit. If you are not good with time management, you will lose a lot of hours, and time is much more important than money. The following ten tools can help you with your time management skills.
1. Set a clear billing time minimum. You need to plan out this very carefully, as it’s the most important technique for time management. Consider travel time and the average number of clients you see daily.
2. Set up client appointments religiously four to eight weeks ahead of time. If you also schedule thinking about geographical location and avoid areas with traffic jams you can improve time management.
3. Add networking events to your schedule a month ahead of time so you can efficiently work your schedule into your clients’ schedules.
4. Log every moment you work, including billable hours, administrative, training, marketing and selling time. Think of yourself as an internal client.
5. You should make a daily schedule task list. Use Outlook to track your duties on a daily calendar to help with time management.
6. You can use your driving time to listen to audio books or CDs on technical or business items to help increase your knowledge while you are just in between jobs.
7. You need to have copies of any reading material you need with you at all times so you can be prepared for any downtime.
8. Set aside time for operational requirements internally. Time management is a great deal about checking to make sure important items get done, so you need to make time for billing, accounts payable, banking, marketing plan updates and any other duties.
9. One day per quarter should be reserved for developing professional skills. Often individuals may not think about this time management technique, but it is critical to business.
10. You should use one weekend per year to revamp your business plan. You should keep your business plan alive and relevant because you will refer to it often.
Blogged By: Joshua Feinberg
1. Set a clear billing time minimum. You need to plan out this very carefully, as it’s the most important technique for time management. Consider travel time and the average number of clients you see daily.
2. Set up client appointments religiously four to eight weeks ahead of time. If you also schedule thinking about geographical location and avoid areas with traffic jams you can improve time management.
3. Add networking events to your schedule a month ahead of time so you can efficiently work your schedule into your clients’ schedules.
4. Log every moment you work, including billable hours, administrative, training, marketing and selling time. Think of yourself as an internal client.
5. You should make a daily schedule task list. Use Outlook to track your duties on a daily calendar to help with time management.
6. You can use your driving time to listen to audio books or CDs on technical or business items to help increase your knowledge while you are just in between jobs.
7. You need to have copies of any reading material you need with you at all times so you can be prepared for any downtime.
8. Set aside time for operational requirements internally. Time management is a great deal about checking to make sure important items get done, so you need to make time for billing, accounts payable, banking, marketing plan updates and any other duties.
9. One day per quarter should be reserved for developing professional skills. Often individuals may not think about this time management technique, but it is critical to business.
10. You should use one weekend per year to revamp your business plan. You should keep your business plan alive and relevant because you will refer to it often.
Blogged By: Joshua Feinberg
Sunday, July 23, 2006
Computer Business News: Music Makes Up 50% of Apple’s Business
Computer business Apple enjoyed the second most profitable quarter in its 30 years of business when its music business expanded to comprise almost 50% of the company’s total revenues. iPod, iPod accessories and downloaded tracks sales from iTunes now make up 45% of the computer business’ sales, and have helped Apple increase its profits 46% to $470 million.
From April to July of this year, Apple sold 8.1 million iPods globally, which is a 32% year growth in digital music and video player sales. These figures are an astounding year’s increase, but the overall numbers were actually down from 8.5 million the quarter before. This is only the second time that the computer business has not increased its sales in the past four years.
Because music products are so much of Apple’s business, the Beatles’ Apple Corps record label, recently losing a lawsuit with the computer business over it had broken an agreement to stay out will experience disappointment.
A lot of the computer business’ profit came from its sole computer business, which also did very well, selling over 1.3 million Mac computers last quarter. This growth can be attributed to a change to Intel-based systems that allow Apple to run Microsoft’s operating system.
CEO Steve Jobs said he is very excited about Apple’s growth and that over 75% of the Macs sold this past quarter were those with Intel processors, meaning a very smooth transition to new products. While the earnings were congruent with expectations, the markets were pushed further upwards at the news in New York, increasing Apple shares by 12.5%.
Added By: Computer Consulting Kit
From April to July of this year, Apple sold 8.1 million iPods globally, which is a 32% year growth in digital music and video player sales. These figures are an astounding year’s increase, but the overall numbers were actually down from 8.5 million the quarter before. This is only the second time that the computer business has not increased its sales in the past four years.
Because music products are so much of Apple’s business, the Beatles’ Apple Corps record label, recently losing a lawsuit with the computer business over it had broken an agreement to stay out will experience disappointment.
A lot of the computer business’ profit came from its sole computer business, which also did very well, selling over 1.3 million Mac computers last quarter. This growth can be attributed to a change to Intel-based systems that allow Apple to run Microsoft’s operating system.
CEO Steve Jobs said he is very excited about Apple’s growth and that over 75% of the Macs sold this past quarter were those with Intel processors, meaning a very smooth transition to new products. While the earnings were congruent with expectations, the markets were pushed further upwards at the news in New York, increasing Apple shares by 12.5%.
Added By: Computer Consulting Kit
IT Consulting News: Wi-Fi Market on the Rise
Experts from Infonetics Research state that the Wi-Fi phone industry is set to double annually until 2009, reaching $3.7 billion. This prediction gives IT consulting professionals something to think about. The report gauged that the Wi-Fi phone market increased 116% in 2004-2005, topping off at $125.5 million. This growth was spurred by enterprises and consumers that switched over to wireless networks.
Analysts also noted that voice over wireless networks are being used mostly by enterprises instead of consumers, but eventually these networks will be in demand among consumers as IT consulting specialists start to offer service bundled with broadband connections.
The following findings were also published in this report:
1. SpectraLink is the leader in WiFi phones, followed by Cisco and Motorola.
2. The number of Wi-Fi phones increased 151% in 2004-2005 and will this year likely grow 182%.
3. 58% of Wi-Fi revenue in 2005 came from single-mode VoIP handsets and 42% from dual-mode handsets. Dual-mode handsets are supposed to dominate by 2009.
4. 49% of dual-mode Wi-Fi cellular handset revenue was from the Asia Pacific region, while 27% came from North America, 22% from EMEA and 2% from CALA last year.
Many companies, including D-Link, Linksys and NETGEAR are releasing new products in coming months, thus increasing the availability of more advanced products for consumers. The real growth, however is set to be surrounding dual-mode Wi-Fi and cellular handsets, and increased service and support opportunities will arise in the IT consulting field as a result.
Blogged By: Computer Consulting 101
Analysts also noted that voice over wireless networks are being used mostly by enterprises instead of consumers, but eventually these networks will be in demand among consumers as IT consulting specialists start to offer service bundled with broadband connections.
The following findings were also published in this report:
1. SpectraLink is the leader in WiFi phones, followed by Cisco and Motorola.
2. The number of Wi-Fi phones increased 151% in 2004-2005 and will this year likely grow 182%.
3. 58% of Wi-Fi revenue in 2005 came from single-mode VoIP handsets and 42% from dual-mode handsets. Dual-mode handsets are supposed to dominate by 2009.
4. 49% of dual-mode Wi-Fi cellular handset revenue was from the Asia Pacific region, while 27% came from North America, 22% from EMEA and 2% from CALA last year.
Many companies, including D-Link, Linksys and NETGEAR are releasing new products in coming months, thus increasing the availability of more advanced products for consumers. The real growth, however is set to be surrounding dual-mode Wi-Fi and cellular handsets, and increased service and support opportunities will arise in the IT consulting field as a result.
Blogged By: Computer Consulting 101
Saturday, July 22, 2006
Computer Consulting and Time Management
As a busy computer consulting expert, sometimes you might wonder how you are going to complete all necessary tasks. You need to find long-term business-to-business computer consulting clients, but you are most likely already working upwards of 60 hours per week. There are strategies you can use to best manage your time in the computer consulting field.
THE TIME STUDY
Look at what tasks and obligations take up most of your time and figure out if you can delegate, automate or eliminate entirely some aspects. If you are building PCs and putting in motherboards and power supplies for ten hours or more per week, you can probably afford to have someone else do it. Similarly, tasks like minding a computer store can be given to another able-bodied person.
DELEGATION IS A LIFE SAVER
You should be able to look at your staff and figure out what tasks can be delegated to members. Delegation can sometimes free up a day to a day and a half per week to start looking for viable business-to-business computer consulting clients.
EXTRA TIME MANAGEMENT
When you find yourself with this valuable extra time after delegating responsibilities, go to networking events, plan marketing campaigns, go on sales calls and make follow-up phone calls in order to find potential long-term clients that can truly help grow your computer consulting business.
Even if you are working many hours, you have to find some way to free up time and manage efficiently and effectively. Planning how to develop contacts and clients for your computer consulting business is critical to its future.
Added By: Computer Consulting Kit
THE TIME STUDY
Look at what tasks and obligations take up most of your time and figure out if you can delegate, automate or eliminate entirely some aspects. If you are building PCs and putting in motherboards and power supplies for ten hours or more per week, you can probably afford to have someone else do it. Similarly, tasks like minding a computer store can be given to another able-bodied person.
DELEGATION IS A LIFE SAVER
You should be able to look at your staff and figure out what tasks can be delegated to members. Delegation can sometimes free up a day to a day and a half per week to start looking for viable business-to-business computer consulting clients.
EXTRA TIME MANAGEMENT
When you find yourself with this valuable extra time after delegating responsibilities, go to networking events, plan marketing campaigns, go on sales calls and make follow-up phone calls in order to find potential long-term clients that can truly help grow your computer consulting business.
Even if you are working many hours, you have to find some way to free up time and manage efficiently and effectively. Planning how to develop contacts and clients for your computer consulting business is critical to its future.
Added By: Computer Consulting Kit
The Best Business Contacts are Those That are Both influencers and Users
Anyone in your network qualifies as a business contacts. Business contacts are incredibly important to the growth of your business, so developing relationships with them is critical. Business contacts come in two separate categories: influencers/users and users. You need to be able to tell the difference between these categories of business contacts and foster the correct relationships.
The people that are both influencers and users make the best business contacts because they can use the services themselves and also encourage others to use these services. Every client you have can be a good referral, but influencers and users are most deeply entrenched in the referral market.
TRUSTED BUSINESS ADVISORS FOR SMALL BUSINESSES
This sub-category of influencers/users includes accountants, bookkeepers, attorneys, business managers and consultants. You call these people to help solve your small business problems, so other small businesses are calling them too. If you are maintaining a network for your accountant, you want to make sure he/she will recommend you to others within his/her business contacts network.
NICHE TECH PROVIDERS
Niche technology providers for small businesses are very influential and can make excellent business contacts in the influencers/users category. These people are in the IT field, but do not directly compete with you and include accounting software specialists, phone systems dealers, industry niche software applications, software developers, system builders and website designers. Typically these businesses deal with companies that will fall in your sweet spot, and they can easily recommend your IT services to their clients if you develop them as business contacts.
All business contacts are critical to your success, but some, such as those in the influencer/user category are more powerful than others and should receive more attention.
Blogged By: Joshua Feinberg
The people that are both influencers and users make the best business contacts because they can use the services themselves and also encourage others to use these services. Every client you have can be a good referral, but influencers and users are most deeply entrenched in the referral market.
TRUSTED BUSINESS ADVISORS FOR SMALL BUSINESSES
This sub-category of influencers/users includes accountants, bookkeepers, attorneys, business managers and consultants. You call these people to help solve your small business problems, so other small businesses are calling them too. If you are maintaining a network for your accountant, you want to make sure he/she will recommend you to others within his/her business contacts network.
NICHE TECH PROVIDERS
Niche technology providers for small businesses are very influential and can make excellent business contacts in the influencers/users category. These people are in the IT field, but do not directly compete with you and include accounting software specialists, phone systems dealers, industry niche software applications, software developers, system builders and website designers. Typically these businesses deal with companies that will fall in your sweet spot, and they can easily recommend your IT services to their clients if you develop them as business contacts.
All business contacts are critical to your success, but some, such as those in the influencer/user category are more powerful than others and should receive more attention.
Blogged By: Joshua Feinberg
Wednesday, July 19, 2006
Finding the Right Computer Service Provider
You can save money by choosing the right computer support firm. Many small businesses make the mistake of hiring a computer consulting service firm that is unreliable and stops showing up all of a sudden when times get tough. Because technology is so important to so many different types of businesses in today’s world, having a dependable computer support service is essential. One computer crash or technology meltdown can cause operations to slow or stop completely.
The following tips will help you hire the right computer support firm to suit your specific needs:
1. Make sure the company is legitimate. You should look at the company’s website and see how professional it is and how deeply it goes. If it is just a calling card without references, you should be wary. Check existing references to make sure the firm has current customers that enjoy doing business there.
2. Choose a service firm that is a good fit. Joshua Feinberg, co-founder of Computer Consulting 101 states that one-person firms might be a good option for those with just a few computers, but larger small businesses should look beyond to larger service firms. Still, the larger the service firm, the higher the overhead and thus the bigger the pay. You might sacrifice more personalized service as well because you may not see the same technician every time. The most important thing to remember is you should be comfortable with whatever firm you choose since these representatives will have access to sensitive information.
3. Choose the right billing plan. The best service firm for you should offer a billing plan that fits well with your business. Unless a small business is really small or the network is very simple, a monthly billing plan with pre-set hours will usually give a better hourly rate than buying services by the project. Support firms give monthly paying customers priority over those that just pay by the project or emergency.
4. You want to work with a company that provides an online monitoring system. Online monitoring can help small businesses better manage the costs of computer support. It also will give computer service firms automatic alarms if something goes wrong with their clients. These monitoring options can save expensive service calls by moving most things online.
5. Start out the relationship slowly. You shouldn’t jump right into using a specific vendor. Test out the service firm you choose by presenting a small project and then move on to more expensive projects. That way you can ensure you get the right firm for on-going service and reduce costs.
Created By: Computer Consulting Kit
The following tips will help you hire the right computer support firm to suit your specific needs:
1. Make sure the company is legitimate. You should look at the company’s website and see how professional it is and how deeply it goes. If it is just a calling card without references, you should be wary. Check existing references to make sure the firm has current customers that enjoy doing business there.
2. Choose a service firm that is a good fit. Joshua Feinberg, co-founder of Computer Consulting 101 states that one-person firms might be a good option for those with just a few computers, but larger small businesses should look beyond to larger service firms. Still, the larger the service firm, the higher the overhead and thus the bigger the pay. You might sacrifice more personalized service as well because you may not see the same technician every time. The most important thing to remember is you should be comfortable with whatever firm you choose since these representatives will have access to sensitive information.
3. Choose the right billing plan. The best service firm for you should offer a billing plan that fits well with your business. Unless a small business is really small or the network is very simple, a monthly billing plan with pre-set hours will usually give a better hourly rate than buying services by the project. Support firms give monthly paying customers priority over those that just pay by the project or emergency.
4. You want to work with a company that provides an online monitoring system. Online monitoring can help small businesses better manage the costs of computer support. It also will give computer service firms automatic alarms if something goes wrong with their clients. These monitoring options can save expensive service calls by moving most things online.
5. Start out the relationship slowly. You shouldn’t jump right into using a specific vendor. Test out the service firm you choose by presenting a small project and then move on to more expensive projects. That way you can ensure you get the right firm for on-going service and reduce costs.
Created By: Computer Consulting Kit
When You Follow Up, Perseverance is Important
Follow up can help you increase the number of leads you get and should be common practice whenever you meet anyone. Send a follow up letter, postcard, phone call or use any other technique that will keep your name in their thoughts.
Meetings and business networking events are made for meeting contacts. While the contacts you find at these events might not initially be interested in your services and expertise, if you follow up with them effectively they will be more liable to call you when they are ready for your services. Efficient follow up activities include the following actions: postcards; emails; phone calls; letters; flyers and invitations to seminars.
While follow up should be diligent, you don’t want it to be overly-aggressive. Sending contacts something every few months is a perfect follow up level. Follow up should happen four or five times per year.
Good follow up procedures will lead to increased business, which is why you have to make it a practice of following up with everyone. You might lose out to a competitor despite your best efforts, but a number of other things could happen as well, and you’ll never know unless you try. If you continue to follow up you will be ready if an opportunity presents itself.
The cost of follow up to you is small, but the benefits can be huge for your business.
Added By: Joshua Feinberg
Meetings and business networking events are made for meeting contacts. While the contacts you find at these events might not initially be interested in your services and expertise, if you follow up with them effectively they will be more liable to call you when they are ready for your services. Efficient follow up activities include the following actions: postcards; emails; phone calls; letters; flyers and invitations to seminars.
While follow up should be diligent, you don’t want it to be overly-aggressive. Sending contacts something every few months is a perfect follow up level. Follow up should happen four or five times per year.
Good follow up procedures will lead to increased business, which is why you have to make it a practice of following up with everyone. You might lose out to a competitor despite your best efforts, but a number of other things could happen as well, and you’ll never know unless you try. If you continue to follow up you will be ready if an opportunity presents itself.
The cost of follow up to you is small, but the benefits can be huge for your business.
Added By: Joshua Feinberg
Tuesday, July 18, 2006
Tech Data Gives Solution Providers a New Apple Support Program
Tech Data, a leading distributor recently introduced a new program for Apple solution providers to help them more efficiently develop, sell and support Apple-based business products. The AppleAdvantage SBU (Specilized Business Unit) began in June and is meant to be a resource for Apple VARs with technical assistance needs, sales support and product management resources.
Tech Data insists that solution providers specializing in Apple products need to have easy access to experts that know what technologies will work well with different types of businesses. Customers and solution providers contacting AppleAdvantage SBU know they are getting professionals that really know about solutions that are specific to Apple technologies.
Many solution providers and consultants have already been using the new Tech Data program, and many that have worked with Apple products for 10 years or more, including network design, integration services and all the standard Apple software products. Those that have used SBU state that they have been able to use a large amount of resources, including infrastructure support and people that specialize in Apple products. The program can easily work as an extension of a sales department.
Tech Data can also host Apple-based solution providers in its large TDSolutions Center in Clarwater, Florida that showcases many IT solutions including networking, VOIP, security, basic document management and many other solutions.
Added By: Computer Consulting Kit
Tech Data insists that solution providers specializing in Apple products need to have easy access to experts that know what technologies will work well with different types of businesses. Customers and solution providers contacting AppleAdvantage SBU know they are getting professionals that really know about solutions that are specific to Apple technologies.
Many solution providers and consultants have already been using the new Tech Data program, and many that have worked with Apple products for 10 years or more, including network design, integration services and all the standard Apple software products. Those that have used SBU state that they have been able to use a large amount of resources, including infrastructure support and people that specialize in Apple products. The program can easily work as an extension of a sales department.
Tech Data can also host Apple-based solution providers in its large TDSolutions Center in Clarwater, Florida that showcases many IT solutions including networking, VOIP, security, basic document management and many other solutions.
Added By: Computer Consulting Kit
IT Consulting News: CRN Backs OrgPlus Enterprise Solution
Leading solution provider and global producer of workforce modeling and IT consulting tools HumanConcepts stated yesterday that its OrgPlus Enterprise solution garnered the “Recommended” rating from CRN. CRN is the foremost provider of information to VARs and resellers. OrgPlus gained recognition by earning a perfect five, out of a possible five in the IT consulting publication’s Channel Rating.
The CRN review of OrgPlus focused on its benefits for companies and organizations going through mergers and acquisitions and needing a better look at different workforces. The publication stated that OrgPlus simply bridges two organizational charts allowing companies to speed up the process of figuring out the functions of various systems and employees. Administrators can create scenarios and let users collaborate on a variety of projects.
OrgPlus Enterprise was also praised for its advanced analytical features that center on interoperability with other Enterprise Resource Planning processes. OrgPlus can help companies create bridges between ERP and desktop tools or intranet portals because HumanConcepts is a partner of almost all ERP’s available.
OrgPlus Enterprise is server-baed and a real-time workforce planning solution that can combine with all leading HR systems. This suite offers IT managers, IT consulting firms and other IT professionals secure access to employee information, organization structures and directories through a standard web browser.
Blogged By: Computer Consulting 101 Professional Kit
The CRN review of OrgPlus focused on its benefits for companies and organizations going through mergers and acquisitions and needing a better look at different workforces. The publication stated that OrgPlus simply bridges two organizational charts allowing companies to speed up the process of figuring out the functions of various systems and employees. Administrators can create scenarios and let users collaborate on a variety of projects.
OrgPlus Enterprise was also praised for its advanced analytical features that center on interoperability with other Enterprise Resource Planning processes. OrgPlus can help companies create bridges between ERP and desktop tools or intranet portals because HumanConcepts is a partner of almost all ERP’s available.
OrgPlus Enterprise is server-baed and a real-time workforce planning solution that can combine with all leading HR systems. This suite offers IT managers, IT consulting firms and other IT professionals secure access to employee information, organization structures and directories through a standard web browser.
Blogged By: Computer Consulting 101 Professional Kit
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