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Joshua Feinberg Profile and Articles
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251). Relationship Marketing - A MUST For Your Computer Business
Relationship marketing is a better way to market. It benefits you and it benefits your prospects. Producing a win win situation is always advantageous so relationship marketing just makes good common sense.
What does relationship marketing mean for your consulting firm?
For starters relationship marketing creates a lot less sales resistance. The trust has already been established.
252). Relationship Marketing - Rules For Success Part 1
Relationship marketing can be a really powerful way to grow your business. And it’s a really great way to meet key business owners and leaders in your community by getting active in these organizations. But you won't get to relationship marketing if you only pay your dues and show up once or twice.
Here are the first seven of the fourteen rules for successful relationship marketing:
Remember that there is no immediate payback.
253). Relationship Marketing - Rules For Success Part 2
Relationship marketing is extremely effective. Last time we talked about relationship marketing and introduced you to the first seven of 14 rules you need to follow to get the most out of your relationship marketing. Here are the final seven:
Look out for potentially golden contacts. When you join a business organization, get to know the office managers, the business managers, and the administrators.
254). Relationship Marketing and Your Computer Consulting Business
Relationship marketing is a powerful tool that you must use to grow your computer consulting business. Relationship marketing is how I turned a simple website demo into $175,000 in service revenue over a period of a few years. When you use relationship marketing you don't waste your money on risky display advertisements, you don't have to cold call, you don't have to do any door to door selling, and best of all you don't even feel like you are selling.
255). Reliable IT Service Contracts
Good IT service contracts can give small businesses peace of mind and the knowledge they have dependable support in case of a computer emergency. Often simple issues such as one small bit of badly written code or a computer virus can bog down a whole office. Since your time is valuable, you need the right help easily accessible so you don't miss a beat.
256). Sales Cycles - How Long Is Yours?
Sales cycles vary but it is important that you understand how much revenue your average small-business client is going to generate during a 12-month period. You need to know how long it takes to earn revenue from the point your prospect enters the sales cycle.
Your sales cycle starts when you receive the initial lead and doesn't end until the point where that person writes their first deposit check and signs their first contract with you.
257). Sales Lead Management
Sales lead management is a business activity that tends to be cast aside when the going gets good. When the current revenue stream is flowing great, sales lead management is the farthest thing from people's mind. Unfortunately, when marketing activities are put on hold the likelihood that they need to be used increases.
One of the most dangerous things that happens to professional service businesses when they start generating lots of revenue, is that sales lead management suffers.
258). Sales Processes - Using a Two-Step Process for Direct Mail
Sales processes vary depending on the type of marketing you are doing. Many computer resellers use direct mail advertising as part of their marketing strategy. The sales process that is critical in this type of campaign is the two-step sales process.
What is a Two-Step Sales Process?
A two step sales process is based on the premise that you are not going to close a $10,000 client from a direct mail postcard.
259). Selling Products - Is It For You?
Selling products as part of your computer consulting business is an option you should consider. Products can offer an additional revenue stream but you must determine if the extra expense and overhead associated with selling products are a good fit for your business model. You need to sit down and think long and hard about whether you want to be a reseller or if you want to be a pure consultant.
260). Service Contracts: The Best Business Model For Consulting
Service contracts are key for the busy computer consultant. They will help you to manage your time when you have many clients all needing service at once. By setting up computer service contracts you will be able to maximize your utilization rate while still having enough time to deal with client emergencies when they crop up.
When you have a bunch of clients who all have an emergency of some sort you can't be everywhere at once.
261). Small Business Computer Consulting: Appropriately Setting Your Rates
In small business computer consulting, $100 an hour can be a reasonable and livable rate. Why can setting your rates at $100 an hour make all the difference in the world?
Take the $100 an hour and multiply it by 1,500 hours a year. This is reflecting a 75% utilization rate; or 75% of a typical forty hour work week as billable time. Now you’re at $150,000 a year gross.
262). Small Business Computer Consulting: Can You Hire Help?
As a new small business computer consulting firm, you might ask what level of technical staff you can put on payroll. Don't get too excited yet; you have to be realistic about this.
Of course, it varies by job market, but all things being equal, what kind of technical person will your small business computer consulting firm be able to find? Can you.
263). Small Business Computer Consulting: Finding the Right Prospects
If you are starting a small business computer consulting firm, you should know that the small business accounts that have 10 to 50 PC’s are going to have at least one branch office.
Prospects of this size are used to using professional technology providers and this isn’t the first time they’ve had to hire a small business computer consulting firm. Organizations like this have a willingness to pay for support.
264). Small Business Computer Consulting: Smart Marketing
In small business computer consulting, it can be easy to get yourself into money trouble really fast. Conserve your precious capital by avoiding some of the common mistakes when marketing your small business computer consulting firm.
Perform Tests
Whenever you’re doing any marketing with your small business computer consulting firm, think about being able to run smaller, measured tests before making big marketing bets.
265). Small Business Consultants: Avoid Clients Using Peer-to-Peer Networks
Very small businesses, those with less than a handful of PCs, often use informal peer-to-peer networks to share files and printers. This is in sharp contrast to a more robust client/server network with a dedicated server computer, and often selected to keep costs to a minimum.
They are generally built around a consumer-oriented operating system, such as Microsoft Windows 98 or Microsoft Windows ME.
266). Small Business Consulting: Overcoming Client Denial
When working in small business consulting, your clients may ask, "Why do I need something as big and powerful as the network you’re recommending? We’re just a seven person company and our network works great, at least most of the time."
"Sell" Fear
In this situation, to overcome denial, you often have to "sell" fear. Be ready to talk about a small.
267). Small Business Consulting: Overcoming Unrealistic Expectations
If you’re new to small business consulting, you may think there is no such thing as a prospect or client being too enthusiastic about jumping headfirst into a major IT project. Enthusiasm is a good thing when it comes to signing your firm’s small business consulting contract, right? Well, not always.
Manage Clients’ Optimism
Although hype isn’t exactly a sales obstacle, you need to manage client expectations regarding "unjustified" optimism at your earliest opportunity.
268). Small Business Development: A Must For IT Consultants
Small business development is a make or break activity when starting out as an IT consultant. You need to get your name out there as much as you can. Business won't drop into your lap - you need to use proactive small business development techniques to get things moving.
The foremost method for small business development is reaching out to business organizations.
269). Small Business Insurance: Do You and Your Subcontractors Need It?
Of course, you need to check with an accountant or lawyer for specific information, but in this article, you'll learn what small business insurance has worked for our computer consultants and customers in the past.
What Type of Small Business Insurance Do You Need?
You should definitely have both a general liability as well as a professional liability policy for your services.
270). Small Business IT Consulting: Targeting The Sweet Spot
Small business IT consulting professionals can choose to market themselves to "sweet spot small businesses". These small businesses are where you start to see small business IT consultants breaking through that $100 an hour barrier. This is where you start to see $95 to $125 an hour work, or in many cases more than that, depending on where you’re located.
271). Small Business IT Consulting: The Micro Small Business Environment
One hard to target market for small business IT consulting is the "micro-small businesses"; those that have a single-digit number of PC’s - anywhere from one to nine PC’s. These micro-small businesses can provide, depending on the metro area where you’re located, $50 to $75 an hour or $75 to $90 (at the absolute most) for small business IT consulting work.
272). Small Business IT Consulting: What Micro Small Business Look For
What is a "micro-small business" looking for in a small business IT consulting professional? You need to know desktop PC hardware. You need to be good on notebook PC’s, have a good comfort level with PDA’s and various kinds of printers, and be familiar with modems, dial-up, cable, DSL and power protection.
The Importance of a Strong Software Background
From a software standpoint, you want to be successful in this one to ten space as part of your business.
273). Small Business Networking
Small business networking is absolutely critical to your business success. As a computer consultant you are in the professional services business. This industry is all about relationships and relationships are built through networking.
You will need to make small business networking your priority for the first few months of operations. This is a process that can't be rushed.
274). Small Business Networking: Overcoming Client Objections
When you begin talking about a small business networking upgrades, prospects and clients will often dwell on cost. They neglect to consider the soft costs of not properly investing in a network, such as lost employee productivity when imprudent corners are cut, downtime when fault-tolerance is an afterthought, and service costs from computer consultants when difficult-to-support or "dead-end" solutions are selected primarily because of their low price tag.
275). Small Business Networking: Overcoming More Client Objections
In dealing with apathy toward small business networking, discontinued technical support is another powerful counterforce, especially when you’re talking about vertical, industry-specific software, such as niche applications designed for accountants, attorneys, physicians, realtors, auto body shops and restaurants.
Providing Support
After a certain.
276). Small Business Networking: Suggesting Dedicated Servers to Clients
PC-based servers and LANs may be relatively mature technologies. However, small businesses need your firm’s expertise, more than ever. For these businesses, you'll need to select, configure, customize, secure and maintain the right small business networking tools for their unique needs.
Real Small Business Networking Solutions Begin with Real Servers
How.
277). Small Business Networks: Are Your Clients Using the Right Tools?
Since the vast majority of small business prospects and clients that you encounter will likely be running some version of Microsoft Windows, it is a good idea to educate small business managers on the differences between the "current" versions of Microsoft Windows.
Versions of Microsoft Windows
Are your clients using the "right" version of Microsoft Windows? Below is some lists of different versions of Microsoft Windows your clients may be using in their small business network.
278). Small Business Networks: Getting Past Small Business Networking Myopia
Many small businesses mistakenly think that they’re too small to cost-justify a "real" client/server small business network. However, because small businesses want, and in most cases, need, the same technology tools as their larger competitors, deploying a peer-to-peer network doesn’t usually make small business sense (except for the tiniest small offices).
279). Small Business Server 2003 - Is It For Me?
Small Business Server 2003 is an excellent choice for your computer consulting business. It is sold as a suite so you get a lot of great features. And Small Business Server 2003 is designed strictly with the needs of small business computer consultants in mind.
Small Business Server 2003 Features
It includes a reporting tool that allows you to get.
280). Small Business Startup - The 90/10 Rule
Small business startups require a lot of work. You might however, be surprised by what type of work should be taking up the majority of your time. Computer consultants, when they contemplate small business startups, tend to focus on the technical aspects of the business. The rational is that they want to offer a decent service and must have great technical skills before anyone will be willing to pay them.
281). Software Maintenance Contracts Offer Protection
Computer users everywhere are looking for software maintenance contracts that can help eliminate viruses. Personal computer users at home and at the office are susceptible to viruses that can entirely destroy systems and halt daily operations. The only way to keep them from happening is by implementing prevention plans like those provided by high quality software maintenance contracts.
282). Start Up Business Plan - The Benefits
Start up business plans are developed because the process of writing them creates huge benefits. A lot of people resist writing a start up business plan. They are under the false notion that start up business plans are an academic exercise that people are made to do in college or business school.
Another common misconception is that start up business plans are only needed if you are going to raise capital through pubic share offerings, taking on private investors, or looking for angel investors.
283). Starting an IT Consulting Business: Establishing Partnerships
When starting an IT consulting business, should you already have partnerships established with other companies to provide services that you don’t? The whole problem with running an IT consulting business is that you need to be able to satisfy a lot of needs. However, don’t let that hold you back from getting started.
Know Where Your Expertise Lies
It’s really not that critical to have partnerships in place when you’re getting your IT consulting business started.
284). Starting an IT Consulting Business: The Importance of a Website
It is very important to have a website when starting an IT consulting business. It is easy to tell who is working full time at starting their IT consulting business and who’s not just by looking at their website, or lack thereof.
Keep it Simple
Don’t go overboard on your website. Don’t use flash because you’ll never get decent search engine spidering and you’ll annoy a lot of people with it.
285). Starting Information Technology Consultant Projects
The first step in information technology consultant projects is initial client contact. The client's first impression of you will help him decide if he is going to sign a contract, so the beginning consultations are critical.
The Beginning
Each projects starts well before the contract is signed. You need to figure out what your goals are during initial contact with the client, and plan out the first meeting with this prospect should be well planned so that a decision can be reached quickly and favorably.
286). Strategic Business Planning While You're Still Working
Strategic business planning is very important to your business success. The perfect time to do your strategic business planning is when you are transitioning from full time work to a consulting business. You won't feel pressured to get things done too quickly because there is still money coming in.
When you start your strategic business planning early you have the time you need to get all the elements of your business prepared before launch.
287). Strategic Marketing Plans For Weighting Marketing Activities
Strategic marketing plans are a must have for your fledgling computer business. With a strategic marketing plan you define a means to accomplish your overall marketing goal.
The most successful businesses have a strategic marketing plan in place and they refer to it often. They use it as a living document and not something that sits on the shelf collecting dust.
288). Subcontracting Versus Hiring Employees
While you should talk to a lawyer about the specific differences between subcontractors and employees, this article will present you with a list of things to watch out for when utilizing subcontracting.
Subcontracting: Make Sure The Relationship Meet the Test
I suggest, however, that you contact your accountant or your lawyer, or check the IRS page for further information on any topic dealing with the differences between employees and subcontactors or the IRS-20 point rule.
289). Subcontracting: Why Enter These Relationships?
First, you need to figure out what your in-house techs can handle on their own and then you’re going to need to figure out how to supplement it. As a small consulting firm, you can’t hire someone who’s got five different certifications and pay them their outlandish salaries of $65,000 or $75,000 a year. Instead, start subcontracting work.
Even if you feel that you can afford their rates and keep them busy, that person is not going to want to be unjamming laser printers, hooking up PDAs to desktops and reinstalling Act and QuickBooks all day.
290). Subcontractors: Who Knows Your Clients Best?
A big fear computer consultants have when developing partnerships and relationships with subcontractors is “How do I keep the subcontractors from stealing my clients?”
Contracts Are Only Part of The Equation
Should you implement a non-compete form from the onset of the relationship? Absolutely. But never put a piece of paper ahead of your gut feelings.
291). Technology Vendors: Contact Information for Parts and Resellers
After you have learned to explain the concept of a "real" network to small business prospects and clients, you can look into the vendors out there providing small business server suites (both client/server and Web-based). The following is a listing of various technology vendors and websites for product or reseller/partner information.
Apple Server Solutions
• Reseller/Partner Information:
http://consultants.
292). Terms of Sale - Mind Your Own Cashflow
Terms of sale are what will keep you in positive cashflow. As a new business you can't afford to finance other people. You need to keep cash flowing through your business so you have to set clear terms of sale from the start.
Terms of Sale Tips
Don't be too quick to give new clients credit. You can really get taken to the cleaners if your terms of sale include generous credit extension.
293). The Computer Consulting Business: Communicating the Benefit of Using Your Services
In the computer consulting business, dead-end solutions can be very expensive mistakes for your prospects or clients. So, start by pointing out how scalable your proposed network will be.
Communicate the Options
Discuss server hardware and OS/NOS selection and detail how, as you add more RAM, faster processors, SCSI or RAID hard drive controllers and multiple processors, performance continues to scale up.
294). The Computer Consulting Business: Overcoming Client Concerns
In the computer consulting business, Internet security concerns are often best addressed by explaining how your proposed networking solution takes firewall, antivirus and encryption issues into account.
Validate Your Prospects’ or Clients’ Concerns
It can be very risky to connect any type of system, whether it is a workstation or sever, up to the Internet on a full- or part-time basis.
295). The Computer Consulting Business: Overcoming Client Cost Concerns
The key to overcoming client cost concerns is to focus on value and return on investment (ROI), rather than expenses. While every one of your computer consulting business prospects and clients will have a different way of defining "expensive" and "affordable", it’s crucial that you show how your proposed networking solution is anything but expensive.
296). The Computer Consulting Business: Overcoming Client Risk Aversion
In the computer consulting business, risk-averse small business owners are very similar to small businesses that are apathetic about moving forward with your proposed small business network.
Apathetic small business owners know they have a need, but they’ll just keep putting the project with your computer consulting business on the back burner; indefinitely, if you let them!
Understand Client Fears
Risk-averse small business owners also keep shuffling your proposal to the back burner, but for totally different reasons.
297). The Computer Consulting Business: Selling the Network as an Investment
Most small business owners equate expenses with overhead items and capital expenditures such as buying a PC, notebook, printer, modem or version upgrade to Microsoft Office XP. These kind of small business owners often desperately need your computer consulting business assistance to see the big picture and the total solution.
In order to help your prospects and clients leverage their IT infrastructure, you need to elevate your price quotes, proposals and invoices from transaction status to investment.
298). The IT Consultant: Considering the Costs of Downtime
There’s nothing more stressful for IT consultants than getting the dreaded emergency call from a client whose office is "crippled" because of a major systems outage.
If you’ve been an IT consultant a while you know the harsh realities of small business technology adoption. Your clients demand perfection, but don’t have much of a technology budget to invest in fault-tolerance.
299). The IT Consultant: Keeping Spare Parts On Hand
As an IT consultant, you should know most PC vendors would be happy to cover inexpensive items like a mouse under the standard warranty.
However, given that your client could purchase a spare replacement mouse for about $10 to $30, is it really worth one of their employees being without a mouse, or worse yet without a PC, for a day or two while they.
300). Time and Billing - Three Methods, Three Results
Time and billing issues can cause the single fastest way to put yourself out of business overnight or put yourself in the position of financial strain. Many people neglect to manage their time and billing properly and they pay for it in the end.
Time and billing entails payment tracking and invoicing. If you do it right you will get paid well and get paid fast.
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