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Thursday, May 15, 2008

6 Most Important Things You Can Do to Pick up Business in Computer Consulting

Here on the Computer Consulting Kit™ team, we often get asked if there's a "magic pill" or "silver bullet"... where you can do just ONE thing and everything will be "perfect".

If only it were that simple!

Each year at the end of the year, we ask some of our most successful Computer Consulting Kit graduates, if there was "one" single thing that made the most difference to their business during the past year.

Through good times and bad, all over the USA, Canada, UK, Australia, South Africa, Ireland, and around the World, we tend to hear the same 6 themes over and over again.

If you need to pick up more business for your firm, consider the following:

  1. Understand Your Business Model and Target Audience: It’s not practical to be all things to all people. But you can be all things to some people. You can’t possibly have the advertising budget to market to everyone. So, find a specialty group to which you can market and focus your efforts there. While you’re at it, figure out what services you will and won’t provide.
  2. Be Proactive in Finding the Right People: Whether it’s finding prospects, customers, clients, staff, contractors or partners, work on these activities weekly. If you procrastinate, you may take on nightmare clients, unreliable employees or just generally make bad decisions. The time to make important decisions is when you’re not operating in crisis mode; those in crisis are likely to make mistakes! Constantly be on the lookout for people that can help you get where you need to be.
  3. Realize Quality Always Trumps Quantity: It’s not about having the biggest customer list. 50 great clients are better than 100 bad customers. Strive to have only the most profitable and stable local businesses on your client list.
  4. Teach Your Customers How to Treat You: If you pick rock-bottom rates, “eat” big blocks of time, tolerate verbal abuse from customers, accept late payments and allow your customers to pay you for 15 minutes of your time instead of signing a support contract, then you’ve taught your customers it’s okay not to respect you or your time. Set your policies in stone from the beginning and you will be a much happier business owner.
  5. Plan for Your Future Success: A full-blown business plan is ideal, but if that’s asking too much, have a weekly business development “to-do” list. Include three columns:
    (a) How much time you’ll spend
    (b) How much money you’ll spend
    (c) Your start and end dates.
    Make sure you fill this out and track where you’re spending your time and how much money is coming in and going out. Analyzing it will help make your business more profitable.
  6. Time Is Money: Your time is your inventory. If you owned a brick and mortar store, would you freely give your inventory away? Of course not! You shouldn’t give your time away either. So know where every ¼ hour block is going every week. It should fit into one of these three categories:
    (a) Billable to a client
    (b) Management/administration
    (c) Sales/marketing.
    If you cannot put every piece of your time into one of these three categories, you need to re-evaluate how you’re spending your time.
The Bottom Line: Success Doesn’t Happen By Accident
Use the six time-tested, proven tips and your computer consulting business can dramatically increase its chances of making even this year a great year. The idea is to grow a highly profitable, stable computer consulting business, serving Sweet Spot Clients™ in your unique specialty and finding the right people to help take you to the top. To learn more about how the Computer Consulting Kit can help you get there faster, be sure to sign-up for the free tips and sample excerpts at

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