If you answered 'Yes', I'd say you're only HALF correct.
Why, you ask?
As a small business computer consultant, you actually need
to take on many roles ... that of help desk, network administration, WAN support, procurement, training, project
management, systems architecture and perhaps even software development.
So in reality, you're not just an IT professional...you're a
whole IT department... a virtual IT department... the epitomy of
small business computer consulting.
And this my friend, is one of biggest secrets of my
small business computer consulting success.
If you want to make, or continue to rake in, the big
bucks in small business computer consulting, you almost always need to position your consulting firm as a virtual IT
organization.
So how exactly can you make this happen in your
computer consulting business?
Let's take it from the top.
The Problem
Many small business clients tend to think of technology as
nothing more than buying a bunch of PCs and software at the lowest possible price. One of the most basic
responsibilities of being their virtual IT organization is educating clients on the benefits of different solutions.
This includes helping them understand the value of planning,
consistency, standardization, testing, training, ongoing maintenance, and regular reevaluation of needs.
Small business owners might also be under the impression
that installing a network is a one-shot deal. If you want to be perceived as a true IT visionary, take time to explain
how your proposed (or already implemented) solution lays the groundwork for a very powerful, customizable, and scalable
IT infrastructure.
The Solution
The way that works best for most computer consultants is to
give examples of how other small business clients have "grown up" technologically with your proposed (or already
implemented) solution. Basically off^er up your case studies.
Talk about a multiphase approach, that starts with file and
printer sharing, then adds Internet e-mail and secure Web browsing, followed by a scalable contact management
relational database or other related industry-specific applications.
While many small business owners are inclined to make small
impulse purchases for computer hardware, software, and
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peripherals, they'll benefit GREATLY (AND so will you!) if
you can get them to think of the big picture.
Planning, with you as their virtual CIO or virtual IT
director, should become a normal part of their technology acquisition and implementation process. Without proper
planning, small business owners run the risk of making haphazard purchases.
In a vacuum, buying each employee an inkjet printer, tape
backup drive, or modem might have seemed like a good idea at the time. The purchases might have depleted the annual
budget for computer products, however, and locked the small business into high relative support costs, slow performance,
and high-maintenance.
Other Tips For Getting Started As Virtual IT in
Your Small Businesses Computer Consulting Practice
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Show motivation. Be on the look out for new ways to enhance your clients' businesses.
-
Be dedicated to the task and relentless in your pursuit to improve the status quo. Your proposed or recently implemented solution isn't a one-shot deal; its planning requires tremendous staying power and perseverance.
-
Don't be afraid to be creative. Small business technology solutions often need
to stay within relatively modest budgets. Don't be afraid to think outside of the box when appropriate.
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Evaluate how your clients' systems, both paper- and
computer-based, function today. Look at how these systems are meeting or not meeting present and future needs. Most of this work will be
done during IT audits.
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Put yourself in your clients' shoes and think about what THEIR clients need from them.
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Keep up with advances and new versions.
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Summarize and share that information with your clients.
Just don't go overboard with your training and R&D activities. Be sure to keep business development activities in your weekly schedule - EVERY week.
