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Small Business

 

Small Business Consulting: Overcoming Client Denial

Small business consulting clients may think your proposed solution is "overkill." However, be sure your clients know the security risks you've encountered in small business consulting.

small business consulting, small-business-consulting

When working in small business consulting, your clients may ask, "Why do I need something as big and powerful as the network you’re recommending? We’re just a seven person company and our network works great, at least most of the time."

"Sell" Fear

In this situation, to overcome denial, you often have to "sell" fear. Be ready to talk about a small business consulting client that trusted their PC-savvy bookkeeper so much, that the bookkeeper was covering her trails daily and able to embezzle $50K before getting caught during an annual audit by their CPA.

Only naïve clients believe in trusting every employee and for that matter every non-employee who has physical access to the building.

Get Clients Thinking about Security

In reality though, small business owners rarely think about IT security until it’s too late. Make sure you get your small business consulting prospects and clients thinking about how much access should be granted.

Get your prospects and clients thinking about sensitive files such as credit card numbers, social security numbers (in the U.S.), trade secrets, payroll data or annual employee reviews.

Determine Client Needs

When small business clients say they think your proposed client/server network is overkill, they might not be thinking of the big picture. That’s all the more reason to take the small business consulting client through a comprehensive initial consultation, needs analysis, IT audit and site survey.

Many times a small business owner might ask just for file sharing or e-mail. If you press further, however, you’ll discover they also really need a contact management system, group scheduling, network faxing, a company Intranet and secure, high-speed Web browsing from each desktop.

The Bottom Line about Small Business Consulting

If small business consulting clients insist they have no need for data security, you probably haven’t probed deeply enough. Find out where the client stores its client lists, proprietary pricing models, payroll forecasts, bonus calculations, credit card data and social security numbers.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 

Small Business Consulting: Overcoming Unrealistic Expectations

Small business computer consulting requires you to teach your clients about hype. Investigate any products your client is excited about because it's possible he could make a better investment in your solutions in small business computer consulting.

small business consulting, small-business-consulting

If you’re new to small business consulting, you may think there is no such thing as a prospect or client being too enthusiastic about jumping headfirst into a major IT project. Enthusiasm is a good thing when it comes to signing your firm’s small business consulting contract, right? Well, not always.

Manage Clients’ Optimism

Although hype isn’t exactly a sales obstacle, you need to manage client expectations regarding "unjustified" optimism at your earliest opportunity. During small business consulting projects, there is often a need to combat hype with vertical industry software solutions.

Keeping Client’s Expectations Realistic

The small business owner or manager may return from a trade show with a gorgeous glossy brochure (and mouse pad) for an industry-specific application. Since your small business consulting client thinks the application is the best software since Lotus 1-2-3, he is ready to open up his firm’s checkbook -- but wants to run the application by the internal guru and your small business consulting firm, first.

Although the ISV’s marketing literature and Web site seem quite professional, upon further investigation you learn this $5,000 per seat package is built on an MS-DOS-based Clipper database engine (circa 1991).

The Bottom Line about Small Business Consulting

While your client might have been impressed initially with the demo at the trade show, you need to overcome the hype surrounding the application and save your client from making a sizable investment in an application that should’ve been retired or supplanted years ago. Otherwise, your prospect or client may end up squandering scarce IT budgetary resources that could be better invested in the network solution that you’re recommending.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 

Small Business Consulting: Overcoming Unrealistic Expectations

Small business computer consulting requires you to teach your clients about hype. Investigate any products your client is excited about because it's possible he could make a better investment in your solutions in small business computer consulting.

small business consulting, small-business-consulting

If you’re new to small business consulting, you may think there is no such thing as a prospect or client being too enthusiastic about jumping headfirst into a major IT project. Enthusiasm is a good thing when it comes to signing your firm’s small business consulting contract, right? Well, not always.

Manage Clients’ Optimism

Although hype isn’t exactly a sales obstacle, you need to manage client expectations regarding "unjustified" optimism at your earliest opportunity. During small business consulting projects, there is often a need to combat hype with vertical industry software solutions.

Keeping Client’s Expectations Realistic

The small business owner or manager may return from a trade show with a gorgeous glossy brochure (and mouse pad) for an industry-specific application. Since your small business consulting client thinks the application is the best software since Lotus 1-2-3, he is ready to open up his firm’s checkbook -- but wants to run the application by the internal guru and your small business consulting firm, first.

Although the ISV’s marketing literature and Web site seem quite professional, upon further investigation you learn this $5,000 per seat package is built on an MS-DOS-based Clipper database engine (circa 1991).

The Bottom Line about Small Business Consulting

While your client might have been impressed initially with the demo at the trade show, you need to overcome the hype surrounding the application and save your client from making a sizable investment in an application that should’ve been retired or supplanted years ago. Otherwise, your prospect or client may end up squandering scarce IT budgetary resources that could be better invested in the network solution that you’re recommending.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}




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