Small Biz Tech Talk ™

The truth is, most small business prospects, customers and clients in computer consulting will not understand the meaning of IT certifications or the difference between different levels of certification.

The Meaning of IT Certifications to Clients

If you introduce a prospect or client to someone that has an entry-level certification and then send someone in the next week that has an advanced certification like an MCSE, your client will most likely not appreciate the difference.  Your clients also won’t want to pay really high rates for senior levels of IT certification.

In the eyes of most sweet spot small businesses, senior-level IT certifications won’t matter; most of their projects will not be incredibly technical, and those that are can typically be subcontracted to other specialists.    

What Is the Technology Curve?

Sweet spot small businesses don’t usually keep up with the latest in technology, so you don’t have to keep up with cutting-edge IT certifications and skills.

Added By:  Computer Consulting Kit

Even though you can never plan exactly for IT emergencies, you need to have a plan in advance to handle them.  Make sure your staff is not overbooked so the members can be ready to handle any IT emergencies when they occur.  

IT Emergencies:  Necessary in any Computer Consulting Business

If the world were ideal, IT emergencies would never happen.  Unfortunately, even technology can be unpredictable, so the ability to deal with IT emergencies is necessary in order to keep a steady base of customers and also to get more business.  Booking your staff to maximum capacity is not advisable, but you also have to create a balance of availability so your current clients are happy and their needs are fully served.  

IT Emergencies:  Never Overschedule Staff

The ideal scheduling capacity for staff is about 75 percent for technical people without sales functions or management positions.  This means there is 25 percent flexibility leftover for IT emergencies and non-billable projects along with new business prospects.  

The Bottom Line About IT Emergencies

There will be peaks of business you cannot meet, and times of stress during IT emergencies.  This is the time to get the most out of your staff and do serious emergency work as well as build relationships with individual clients.  IT emergencies are a fact of life in the technology business, and you have to be ready to deal with them whenever they may arise.  

Added By:  Joshua Feinberg

According to organized surveys conducted by SkillsMarket and the Association of Technology Staffing Companies (ATSCO), the salaries of IT consultants have risen 17% over the last 12 months.  The increase is reportedly the result of the expansion of public sector outsourcing and private sector mergers and acquisitions.  This survey measured IT consultants and their salaries from 2005 – 2006.

IT Consultants Survey Revelations:

1.    Consultancies have started to aggressively recruit IT consultants recently in order to prepare for the great amount of merger and acquisition business, but skills are still scarce.  Therefore, salaries for IT consultants are rising.

2.    Shortages of IT consultants have caused some consulting firms to worry about eventually having to turn away clients.

3.    The growth in mergers and acquisitions – which was at its highest level in six years in 2006 – has caused a demand for IT consultants that can install advanced IT systems.  

4.    Management IT consultants are also in demand in the public sector because companies are cutting back on salaried staff.  This means that public sector spending on IT consultants rose in 2006 by 33%.

For more information on this survey about salaries for IT consultants, visit the attached link.

Added By:  Computer Consulting 101 Professional Kit

Although computer science majors make one of the U.S.’s highest starting salaries for those just graduating from college — $50,000 per year – the computer science major is becoming less popular among college students.  Computer science and computer engineering and IT consulting jobs are becoming some of the most high-opportunity jobs in the country according to the U.S. Department of Labor.

Despite growing opportunities in IT consulting, enrollments in computer science programs at universities have dropped drastically in conjunction with employers stating they are having a labor shortage of qualified job candidates in the IT consulting industry.

IT consulting companies and other computer businesses have definitely shifted from the attitudes of the 1990s and early 2000s when during the dot-com era, tech companies had huge plans and crazy ideas that were risky and enticing for students.  During this time, university students were clamoring to get into computer classes because of exciting opportunities and potentially huge profits.

Some industry experts think that the dot-com bust is still scaring off potential IT industry specialists and their parents, along with fear that the offshore outsourcing trend will eliminate jobs within the U.S.  Still others believe that perhaps colleges and universities are not offering comprehensive enough courses in computer science and that as a result technical schools are becoming more popular than colleges among those students that are interested in the IT consulting field.  For more information on this IT consulting story, see the link provided.

Blogged By:  Joshua Feinberg

Joshua Feinberg, author of the Computer Consulting 101 Professional Kit was recently interviewed by Deborah Rothberg in eWEEK

The Contracting Life: Caveats to Cashing In (link to Yahoo! News syndication feed)

In the article, under the heading "You Must Know How to Manage the Fiscal End of Your Work", Feinberg talks about the right and wrong ways to calculate hourly billing rates.

And Feinberg describes two very simple formulas that computer consultants can use to calculate an hourly billing rate that takes into account their

1. Sales and Marketing expenses
2. Taxes, Insurance, and Administrative overhead
3. Technical Salary requirements

The West Palm Beach, Florida-based consultant and Computer Consulting 101 Professional Kit author also discusses one of the most business-threatening mistakes that new computer consultants make when first getting started in the business.

see link above for full article

Consulting salaries are an important factor in your ability to hire the type of talent you will need as your business expands.  You will probably do much of the work yourself, but as your business scales up you will need to employ others to help you.  The consulting salary and payment scheme you offer will be key to attracting and retaining top talent.

You need to ask yourself very early on in your business operations, "Will I be able to afford the kind of technical person that has the skills that are needed for sweet spot clients?"  If your business is only generating enough revenue to cover a consulting salary of $27,000 per year, you might be in for a shocking answer.  

Consulting Salaries and Scenario Analysis
When we think about consulting salaries we have to use the triple billing rule:  1/3 of revenue goes to sales and marketing, the second third goes to taxes, insurance, and administrative expenses, the final third includes consulting salaries as well as all the other business expenses.

A great tool for figuring out potential consulting salaries is an Excel spreadsheet set up for scenario analysis.  

• Run different hourly billing rates through the analysis  
• Allocate the overall revenue into the general thirds
• Take out a reasonable amount for general businesses from the final third
• Analyze what is left for consulting salaries

The Bottom Line on Consulting Salaries
The overall revenue of your business must be able to support a consulting salary that is sufficient to attract good, solid employees.  A some point you will likely need to hire some help.  If yo use the Triple Billing Rule you should be able to set an hourly billing rate such that you can afford to pay an attractive consulting salary to yourself and your future employees.

In this article, you’ve been introduced to consulting salaries. To learn more about how you can improve your knowledge about consulting salaries, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Systems integrator projects involve pulling together different software to build a complete computer system.  Many employees will not embrace the changes brought on by a systems integrator.  The systems integrator who turns his focus towards the unchanging needs of the employee will experience a smoother acceptance period.

Focusing On Stability

Every employee needs to be recognized.  A systems integrator can ease an employee’s transition by recognizing this basic necessity.  A simple “thank you” or “good work” can go a long way.  When an employee’s hard work is recognized, they will be more motivated to remain on the job even with all the changes that are occurring.

Respectful Treatment

A systems integrator should treat every company employee with the utmost respect.  Many employees are experiencing complete changes in the way their jobs are performed.  Although their tasks will ultimately become easier, change isn’t always embraced.

Remember to inform these employees why the new system is being installed and list the benefits.  A systems integrator should listen respectfully when an employee voices concerns or ideas.

Communicate the Benefits

Most people spend more time at work than they do at home.  Many employees will feel a new office system will take away from their duties and tasks.  Comfort these employees by pointing out the benefits of a new company system.  The systems integrator needs to make sure the employee still feels productive when at work.

Feeling Trusted

A systems integrator should show that he trusts employees.  Trust allows an employee to feel confident, empowered, and motivated.  An employee who is trusted will be ready to take on the new challenges, offer ideas on how to make processes better, and work harder to make the system successful. 

Considering stabilities in a business is a great way for a systems integrator to ease a transition.  Changes are not always welcome, but by focusing on those things that don’t change, employees feel more grounded.  They are better equipped to embrace the new computer system.

The Bottom Line about a Systems Integrator

In this article, you’ve learned about the job of a systems integrator.  To learn more about the responsibilities of a systems integrator, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Computer service company managers understand the importance of praise.  However, when praise is not used properly, it is ineffective for a computer service company.  A computer service company manager should be familiar with five tips to deliver praise effectively.

Tips for Effective Praise

Some managers will praise every minor accomplishment or activity.  Others deliver praise so that it appears to be phony to a computer service company employee.  Consider these tips before doling out praise.

Use Praise Sparingly.

Just like too much sugar, too much praise will give a person a stomachache.  A computer service company that makes a habit of giving praise for every small feat will notice that the praise is completely ignored.  Instead, offer praise when it is truly deserved.  When used sparingly, it has a greater impact. 

Be Sincere.

A computer service company supervisor should offer praise in a genuine manner.  If the manager does not seem sincere, the employee will not believe it.  The praise will have a negative impact rather than positive.

Be Specific.

Telling a staff member that he or she has done a “great job” is important.  However, the inclusion of specific details on why it was a great job will have more meaning to the employee.  He will understand exactly what was done well and try to achieve that success again. 

Ask for Advice.

Some managers feel comfortable asking an employee for advice.  The employee feels he is contributing to the computer service company.  What higher form of praise is there?  However, be prepared to heed the advice once it is given.  If the advice is not adequate, ask questions until the employee is able to devise a better plan of action.

Praise Publicly.

Allowing the entire computer service company hear an acknowledgment for a job well done is very motivating.  Not only are you motivating the employee who is being praised, but you are also motivating the entire team.  Others will strive to be recognized.

The Bottom Line about the Computer Service Company

Motivate computer service company employees through the use of effective praise.  Be sincere and use praise sparingly.  Be specific with praise and recognize employees publicly.  Finally, ask for employee’s advice when it is appropriate.  A well-motivated team will strive to operate a successful computer service company.

In this article, you’ve been introduced to the computer service company. To learn more about the computer service company, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Computer service company managers should be familiar with leadership styles.  Determining the best leadership style will help to motivate computer service company employees.  A computer service company manager who motivates and praises will be sought out by employees rather than avoided.

Leadership Styles

Managers will need to understand all leadership styles.  The four different types are dictatorial, analytical, opinion seeking, and democratic.  Most computer service company managers will want to favor the democratic style.  However, there are times when the other styles will be needed to accomplish a certain task.

Dictatorial Style

A dictatorial leader makes decisions on his own and takes all the risks.  He is very controlling.  This style discourages teamwork but is necessary if a crisis occurs.  It should be used sparingly in a computer service company.

Analytical Style

The analytical leader does just that – analyzes.  He will collect all pertinent data and make observations to determine the best course of action.  This style is appropriate when a decision needs to be made quickly.  There is no time for team members to share solutions or ideas. 

Opinion Seeking Style

A computer service company consists of valuable employees. A manager who employs this style is showing that he values his employees’ opinions.  He asks for each team member’s suggestions in order to make decisions.  This increases morale and employee confidence.  If time allows, this is a very useful leadership style.

Democratic Style

This style is similar to opinion seeking.  The main difference is that the computer service company employees work together to make decisions.  This style should be used on a regular basis.  Employees will take ownership of a project and work harder to see it completed. 

A computer service company manager should be prepared to use all of the leadership styles at some point during business.  Motivate team members through democratic and opinion-seeking styles.  Utilize dictatorial or analytical styles when there is a crisis or immediate action needs to be taken.  The manager should consider the needs of each employee, as well.  Some team members will need more guidance or supervision than others.

The Bottom Line about the Computer Service Company
     
In this article, you’ve been introduced to the computer service company. To learn more about the computer service company, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.        

Computer service business personnel will need to be recruited at the start-up of a business and on a continual basis.  Various recruiting resources are available to a computer service business.  A computer service business manager who is able to think outside of the box will have better odds of attracting qualified candidates.

Recruiting Resources

The first and most obvious recruiting resource available to a computer service business is advertising.  A manager should consider other opportunities as well.  Referrals, promotions and Internet recruiting are other sources available to the computer service business manager.

Advertising

Classified ads typically pull in a lot of resumes.  However, these candidates are not always qualified.  Classified advertisements are also expensive.  To be certain a computer service business is receiving the most for its advertising dollars, ads should be written to target individuals with a majority of the qualities.  Advertising agencies or the company’s marketing department can assist in writing effective ads.

Promotions

A computer service business may find that a current employee can fill an opening.  Promoting from within builds morale.  However, the individual should possess the qualifications necessary.  Promoting simply because it’s an easy way out could be a big mistake.  Consider candidates outside of the computer service business, as well.

Referrals

Often, an ideal candidate is someone within a network of friends and acquaintances.  It is also a great idea to encourage current employees to recommend a candidate.  A word of caution is advisable.  These candidates should be screened and interviewed just as any other would to determine if they hold the required qualifications for the computer service business.

Internet Recruiting

A computer service business should continuously surf the Internet and visit competitor’s websites for possible candidates.  Many business recruiters have reported a significant reduction in hiring costs because they used Internet referral services.  Again, narrow the search and then check qualifications.

Recruiting for a computer service business can be a time-consuming and costly process.  Classified ads are not the only source of hiring.  By using all of the resources available, one is sure to find a qualified candidate.

The Bottom Line about Computer Service Business
     
In this article, you’ve been introduced to computer service business. To learn more about computer service business, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.   

Most of your sweet spot small business clients are just starting to gain awareness of the value of certifications. But most sweet spot clients don’t know enough about IT to appreciate and pay for the differences in different levels of certification. In this article, you’ll learn what your clients are looking for with your IT certifications.

What Do IT Certifications Mean to Your Clients?

If you present a staff member who’s an MCP or CNA who has an entry-level certification and then next week you send someone in who’s an MCSE or a more senior level certification or a Cisco certified SE (like a CCIE), it’s not going to mean much to your clients. Your clients are probably going to have an appreciation for what certification is because they know they want to have someone that passed the test. However, your clients won’t want to pay sky-high hourly billing rates for the more senior levels of IT certification.

From a practical standpoint, with most sweet spot small businesses, senior-level IT certifications don’t matter all that much since most of the time the projects and tasks you will be working on are not that technical. And the tasks and projects that are very technical can be subcontracted out.

The Technology Curve in Small Businesses

Keep in mind with sweet spot small businesses that they’re often years behind the technology curve. So you don’t necessarily need to invest in keeping your skills and IT certifications up-to-the-minute.

The Bottom Line About IT Certifications

Small businesses will be so many years behind the curve that just basic, advanced-beginner to intermediate-level technical skills will be adequate IT certifications to carry you through most of your sweet spot IT clients’ needs. In this article, you’ve been introduced to IT certifications. To learn more about IT certifications, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

When it comes to small business IT support, expertise is relative and exists at all different levels. In this article, you’ll learn more about expertise within your IT support business and what other skills are desirable for you and your employees.

You’ll Find Experts at Every Level of IT Support

In a big-enterprise IT organization for example, you find everyone from level one help desk technicians up to senior systems engineers, all the way up to the CIO. Of course, you’ll find a lot of gradations and a lot of variations in between those levels. Ideally, each will be an expert in their own specialty. 

The same will usually be true among your IT support contractors and staff. More than likely, you have some technicians who can handle real simple things like a hard drive installation or a LAN adapter installation. You probably have some people on staff who can handle installing a simple peer-to-peer network or maybe a basic dedicated server. Then perhaps you have someone on staff who works with server-class firewalls and setting up VPNs and other more intricate, advanced networking technologies.

Don’t Forget People Skills

Most of the people that are successful in IT support for small businesses are either really strong on the technical side or really strong on the sales side. Consultants who are phenomenal on the sales side and phenomenal on the technical side are a rare commodity in IT support.

The best technicians and systems engineers, however, also have good people skills that come into play during a big project, for example, when installing a 10- or a 25-node network. In a situation where there are vendor products and solutions from many different vendors, a tremendous amount can go wrong. So, project management, administrative management, and account management skills are all important in IT support.

The Bottom Line about IT Support

In this article, you’ve been introduced to the successful traits in consultants providing IT support. For more information on improving your IT support, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.