Small Biz Tech Talk ™

You need to make sure computer consulting clients, friends and families know how you define your business.  Do they know the type of companies you work with, the things you do and how much you appreciate referrals?  If not, they need to know!

If you ask the right kind of questions, you can often be surprised when your computer consulting contacts start talking about a possible $10,000 or $15,000 services opportunity because they suddenly thought of something based on what you said.  

An Example of What You Might Hear

“There is a woman in Accounting that is typing in the same data over and overf again.  Is there a way to set up links in Access that would cut short this process?”  This, among many other stories you may hear is a great chance for computer consulting services.  

Use Open-Ended Questions

You want to use questions that are open ended to get your computer consulting customers talking to you in earnest.  For example, instead of “Are we doing a good job?” (a yes or no question) you can ask …

1.    How are we doing?
2.    With what else can we help you?
3.    What do you like about the support we provide?
4.    How could we improve?

You can take the information you get from computer consulting customers to suggest new ways to work together that will benefit your relationships.

Added By:  Computer Consulting Kit

Small businesses often face problems with their networks, computers and e-mail, and many rely on professionals in small business computer consulting to solve the problem.  Owen Scott, founder of the Open Source Academy of California is relying on this demand in order to offer courses to teach skills to those involved specifically in helping small businesses.  

Scott says he’s worked in small business computer consulting for the past 17 years and has seen the challenges technology presents.  According to Scott, small and mid-sized companies spend hundreds of millions of dollars annually outsourcing solutions for their IT problems that they could solve in-house with small amounts of training.  His new academy offers training for those involved in small businesses and was founded in 2006 by experienced IT engineers.  The academy has already become known for its comprehensive IT training program designed for technology professionals and those looking to change their careers to those in Information Technology and small business computer consulting.   

Some examples of classes include the following.

1.    Computer and Network Administration

2.    Internet Connectivity and Troubleshooting

3.     E-mail Issues, such as Spam, Failed Message Notifications, and Filtering

4.    Printing and Scanning Problems

5.    Security, Profiles, Permissions and Spyware

6.    Application Issues

7.    Computer Use and Productivity

Scott hopes that he will be able to bring great knowledge to a new batch of small business computer consulting professionals with his program.

For more information on this story, visit the attached link.

Submitted By:  Joshua Feinberg

Prepaid blocks of time when it comes to IT services are very different from standard support contracts.  IT services as part of support contracts are specific to the types of work you will do whereas the prepaid block of time is just time.  The customer knows your normal rate is $100 per hour and that in return for pre-paying for 20 hours they will get a $10 per hour discount.

Get It in Writing

You need to establish an IT services agreement about having a single point of contact, software licensing and confidentiality clauses.  But you need to explain what you normally charge and in return, the customer will be pre-paying a set number of hours that will give them a discount.  Then you can set up your accounting and generate a renewal notice when time is almost used.

The big advantage is that you get cash up-front that can help with your profits and you will not worry about getting stuck.  The disadvantage is that you don’t get the same level of recurring revenue as you get with support contracts.  This is because you are selling a fixed-price service that has a definite beginning and end.  

Valuable IT Services

You need to be sure you set up fixed-price clients on a proactive plan.  This means you need to be in touch with them regularly and take care of their security needs on an on-going basis.  You have to be sure that your backup is running right and that things are being documented and set up so you can fix them in order of priority.

The pre-paid block of time should not allow you to get into a situation where you are doing one-shot deals.  Make sure you are setting up IT services for long-term relationships.

Blogged By: Computer Consulting Kit

IT solutions firm Allot Communications, Ltd. announced it would be offering a new channel program for solution providers.  This new global initiative will help systems integrators and VARs get business within the deep packet inspection (DPI) industry. 

The solution providers partner initiative from Allot will target those with experience selling network solutions specifically to service providers.  Those most targeted will include the following solution providers:  Web hosting companies; ISPs, cable providers; wireless carriers and enterprises in government and financial services and education.  Allot is offering three different levels of partnership:  Elite; Premium and Authorized.  The program will be set up with a two-tiered system where each partner will get a personalized Allot channel manager and be provided with sales and technical training, joint marketing opportunities, tech support and sales/lead-generation activities.

Vin Costello, vice president and general manager of the American branch of Allot states that carriers, solution providers and enterprises all want to improve their efficiency and the performance of their networks and applications.  This partner program will provide a nice range of products and support items that will help improve businesses and relationships with customers and clients that are the key to success and longevity.

Blogged By:  Joshua Feinberg

Seminars are a very important part of a comprehensive IT marketing plan, and you need to make the most of them.

Focus on Registration

When you offer IT marketing seminars, they should be free, but you have to stress registration to remind people that there is limited seating.  Because they are free events, not everyone will make it a priority to show up.  Have a door check in and a survey that, if completed by participants can be exchanged for a door prize.  This will also help you tailor-make your IT marketing seminar to fit the interests of your attendees.  An educated prospect will be easier to engage than one that is uneducated.

The registration process also helps you capture contact information, which you will need to follow up with prospects.   

After Your IT Marketing Seminar

You should offer a handout with your contact info and a limited-time special offer for participants of your IT marketing seminar.  Offer highlights of the seminar in a short article that you can hand out right after the seminar or mail shortly after it.  You can also try to get it published in different local business journals, the chamber newsletter or other organization newsletter.  You should be forthcoming and allow anyone that wants to educate people about protecting computers against viruses and security threats (or whatever your seminar is about) to publish it.  You can also make the article into a free report to offer with future IT marketing campaigns – advertisements, follow-ups, etc.  

The IT marketing seminar and the highlights article help to showcase your expertise.  Offer the same fixed-price audit package with a special offer discount and a set deadline also to those that participate in the seminar.  

Traveling Seminars?

You can also travel with your IT marketing seminar.  GO out and offer it for the local chamber of commerce meeting or Rotary and Kiwanis.  They are typically always looking for speakers to speak for 15 or 20 minutes at breakfasts and luncheons.  Seminars of this variety give you a captive audience and instant demand.  They are already filling the seats, and you have the floor to show your expertise!

You can also go to business partners – set up a good partnering relationship with an accounting firm or other professional, non-competing services firm.  Get their clients together and talk about data security awareness or something else related to what they are doing regularly to help your IT marketing strategy.

Blogged By:  Joshua Feinberg

Globally-recognized IT consulting firm Virtusa Corporation recently announced it had been named to the FinTech 100, a listing of the top technology vendors within the financial sector.  

The IT consulting firm, providing IT consulting, technology implementation and application outsourcing services to companies throughout the world ranked 80 on the list of companies judged according to their global revenues.  This list was published by American Banker and Financial Insights and is the most thorough vendor services ranking within the financial industry.  The IT consulting firm VIrtusa attributed 35% of its revenues to banking and financial services in the fiscal year 2007.

The company was very pleased to be regarded so highly within the IT consulting field.  Virtusa has helped many banks and financial services firms improve their innovation and comply with regulations while at the same time staying efficient.  Virtusa combines software platforming with industry skills to help achieve measurable, positive ROI for its IT consulting clients.

For more information on the FinTech 100 and this IT consulting story, visit the attached link.

Added By:  Computer Consulting 101 Professional Kit

You should be wary of prospects that ask you what you do when it comes to your computer consulting business.  You should just be giving an explanation of what your computer consulting business is about so the prospect can figure out if any of his/her products or services fit with your business.  Know what to expect before you go in and be ready to help prospective clients with their needs.

Do Your Research

You may have to spend 30 or 45 minutes to do homework before a meeting, but any research you do can help you better close a sale for your computer consulting business, whether you close the sale on the spot or within a week or two.  If you want someone to agree to your computer consulting services, you have to make yourself credible and share ideas with a prospect to show how much you care about his/her business.   

There’s no reason not to do your homework, because it’s so easy.  Simply go to Google and type in a person’s name or phone number or address and you will find out everything you need to know and more.  

What Should You Know about Your Prospects

When you are researching, find out the following information about your prospects:

1.     What their businesses are about;

2.     Which industry they are in;

3.    Which types of services they offer;

4.    The number of locations they have;

5.    The length of time they’ve been in business.

What is the Recent News about Your Computer Consulting Prospect?

You will most likely find articles in the local newspaper about your prospects that will show up in a Google search or by going to the local newspaper Web site and doing a directed site search.  Look for anything that will give you extra background and help you determine whether prospects will be a good fit for your computer consulting business.

Blogged By:  Computer Consulting Kit

IT consulting firm Virtusa Corporation recently stated that its CEO, Kris Canekeratne is set to present at this year’s JPMorgan-sponsored SMid Cap Conference tomorrow, November 6, 2007 at the Four Seasons Hotel in Boston, Massachusetts.  The IT consulting firm provides IT consulting, technology implementation and outsourcing services for applications globally.

The IT consulting company offers not only IT consulting services, but also technology implementation and application outsourcing services.  Its global delivery model and exciting platforming approach along with its years in the industry allows Virtusa Corporation to provide very cost-effective and sophisticated solutions to its business clients.  Founded in 1996 and headquartered in Massachusetts, the company has proven itself to be above the crowd in terms of its ability to improve client performance, time-to-market and customer service.  The company has centers around the United States, the UK, India and Sri Lanka.

Virtusa will present at this conference at 10:15 EST and will also provide a live audio webcast of the presentation.  This presentation by the IT consulting firm will be archived for a brief time on the “Investors” section of its Web site.

Blogged By:  Joshua Feinberg