Computer consultants that want to test prospects to see if they are really potential long-term clients can use proving ground projects before signing any long-term agreements.  

What Are Proving Ground Projects?

For computer consultants, proving ground projects are the first projects they will complete with new customers that are not yet clients or steady clients.  Computer consultants can use this time to prove they know what they are doing and are dependable, easy to work with and offer great value.

The customers also use these projects to prove to computer consultants that their expectations are appropriate, they are compatible personality-wise and that the customer will pay for professional IT services.

Proving Ground Projects:  Be Observant

If computer consultants have a positive proving ground project experience, they are on the way to having a steady client.  Many times, computer consultants are not observant enough while doing the proving ground project and end up starting a relationship with a client that is a real problem.  They can’t let themselves get too excited about getting a new client and must look for the following signs:

1.    Does the prospect change his/her mind all the time?

2.    Is the prospect late for meetings?

3.    Is the prospect verbally abusive towards employees?

4.    Does the prospect believe that regular rules are non-applicable?

Computer consultants can’t rush into relationships until they appropriately qualify every prospect with proving ground projects.

Blogged By:  Joshua Feinberg