When I told Beth about Computer Consulting 101 and how we
help people get started in computer consulting, her ears perked up and she was DYING to know more.
However, she was most concerned about how her skills in
corporate IT would work for servicing small business IT
needs . . . in other words, how computer consulting for a
small business differs from consulting or full-time work in
a Fortune 1000 IT organization.
Here's what I told Beth.
1) MOTIVATION
Small businesses don't look to implement
technology for technology's sake. A small business is always
looking for a SIMPLE, rapid deployment and an IMMEDIATE
return on investment (ROI). Small business solutions must
help the client stay competitive while increasing
productivity, reducing expenses and boosting sales.
2) DECISION-MAKER
The small business decision-maker may
be the owner, office manager or the owner's spouse, child or
secretary ... or many times, an internal guru (who wears the
"hat" of unofficial computer person).
3) INTERNAL GURU
In small offices without full-time IT
staff, there is almost always someone who plays the part of
"unofficial" computer person . . . the one everybody
instinctively yells for when the laser print/er jams, the
database locks up, or toolbars and files disappear.
4) SALES CYCLE
The small business sales cycle often is a
fraction of the time required to close a Fortune 1000 sale.
5) MORE CASUAL
Small businesses generally also have no
layers of bureaucracy
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or political undercurrents
(although "bigger" small businesses certainly can fall
victim to these issues).
6) LEARN-AS-YOU-GO
Small businesses don't have the luxury
of sending staff out for weeks of classroom training on
software, just to keep up with the latest NOS or OS. Small
business owners and managers must focus their energies on
running their businesses, not learning protocol analysis or APIs.
7) NO PASSING THE BUCK
Small businesses also look to
computer consultants as the single point of contact for
accountability. Your small business clients often have no
desire to get involved in troubleshooting client/server
networks, and have even less tolerance for finger pointing.
Shield them from complex compatibility issues, while you show them how to use your solution to tackle their immediate
business problems.
8) VIRTUAL IT
Small business decision-makers hire your
consulting firm to be their virtual IT department. If you're
not prepared to deliver a "complete" solution, you're not
only frustrating your clients, you're leaving a LOT of money
on the table.
