Small Business Computer Consulting

VARs and other users that want to figure out the telecommunications and VoIP aspects of MS Office Communications Server were recently given a resource online to give them hands-on lab training.  TECHtionary.com announced its Virtual OCS Labs, which is the next step to its Communications Server Essentials 101 Introduction and 201 courses.

The new labs give VARs remote OCS training so they can work with an online instructor in real time through a Webinar.  An onsite instructor is also available for those that prefer it.

Microsoft launched OCS in October, which created a new chance for the channel to deliver new services to customers and bring them new technologies. Particularly affected was unified communications sector.  Many are predicting that unified communications will be the latest and greatest application.  Many VARs involved with Microsoft have not dealt with telephony before, having handled mostly telephony and Exchange Server, Active Directory or other like components.  OCS will link all these components.

TECHtionary.com offers media tools for VARs to help train them in different technologies.  OCS lab  classes are designed specifically for VARs looking to get very specialized OCS training, including OCS standard and enterprise renditions, Office Communicator 2007, Exchange Server 2007 and Online Address Book, Office Web Access, Active Directory, Office 2007, Internet Information Server, Domain Name Server, etc.  For more information on this story for VARs, visit the attached link.

Added By: Computer Consulting Kit

If you own or manage your own computer consulting company, you may be finding the process of growing your computer consulting company’s profits challenging.  How can you focus your computer consulting firm’s profit and bottom line?  There are 7 profit secrets that can really jump start your business.

Where the Problem Starts

As you focus on your computer consulting profits, you may think the process will be easy.  However, it is a challenging business-focused discipline that escapes a lot of computer consulting firms.  

The problem is that many in the field get caught up in gadgets and great reseller channel programs at the expense of their business profits.  However, your computer consulting company is a BUSINESS, not a hobby or a charity, and you have to run it as such.  The following 7 tips can help you get more out of your business.

Profit Secret 1

You need to be motivated with your small business computer consulting clients and position your services as those in line with what a virtual CIO would do.  Look for ways to bring out the best in your clients’ businesses.  

Profit Secret 2

Dedicate yourself to improving the status quo.  It takes a lot to get great computer consulting clients, so you need to think about the lifetime value of your customers, not just one-shot deals.  Think about long-term planning and vision and persevere with the most complete solutions.  

Profit Secret 3

Get creative with your client relationships.  Small business technology solutions need to be modestly budgeted and work without an in-house IT staff.  Think creatively!

Profit Secret 4

Evaluate your clients’ systems – both the ones on paper and those that are computer based.  Part of your virtual CIO job will be looking at how clients’ systems are meeting or not meeting present and future needs.  This work will mostly be done during IT audits but can set you apart from other computer consulting firms.

Profit Secret 5

Think like your clients think.  What will THEIR clients need from them?  As a computer consulting business owner, you need to have good people skills and empathy for business problems.  But you also need to understand THEIR clients’ business problems to really bring them complete solutions.   

Profit Secret 6

You should keep up with advances and new versions.  When you are a virtual CIO for your computer consulting clients, they will rely on you to tell them which tools can better help your business grow.  Don’t let this training and R&D work take over all your time, but stay a few steps ahead of your clients’ needs all the time.  

Profit Secret 7

Summarize and communicate information to clients.  You need to figure out whether a new platform or tool can add value to your clients’ existing or future installations.  And you need to be able to summarize this information in language your computer consulting clients can understand.

Blogged By:  Joshua Feinberg

Social networking sites, while they seem silly to a lot of VARs and other professionals to be “silly” have generated a lot of revenue for many different types of individuals and businesses.  VARs should pay close attention to social networking sites for the following reasons:

1.    “Toys” of the past have become real business tools.  In 1977, many experts felt that computers would never make it into someone’s home or business as a useful tool.  But, today, e-mail and the many applications and companies that have driven technology into new realms have made computers invaluable, and have given VARs their jobs in the first place.  

2.      Generation “Y” is working.  The young people joining the workforce today have very different perceptions of technology than their predecessors.  They have a comfort level with social networking and other technologies.  Those 29 and younger communicate more through technology than in person, and VARs and others need to be sensitive to and mindful of this fact.   

3.    Social networking helps businesses.  Businesses and “older” professionals are getting past the skepticism and using  dating services like Match.com and eHarmony and “friendship” services like Myspace and Facebook.  Millions have jumped on the blogging bandwagon.  Even though social networking began with personal lives, it’s extending now to business and improving communication within companies across great distances.

4.    Rewards mean risks.  When a technology sector explodes like Web 2.0, there are a lot of money-making opportunities, and in this case, for VARs.  VARs can make some money through direct investment in promising companies or early adoption of cutting-edge technology.  Regardless, risk taking can bring big rewards.  However, the process of trying to find the best social networking site is difficult.  People can pay attention to the social networking space to see how products perform over time.   

5.    Power means responsibility.  Because social networking is new, the rules are not determined yet.  Therefore, privacy, free speech and even health are concerns for those that get involved.  VARs should pay attention to this space to get in the game and stay ahead of the curve.  

Added By:  Computer Consulting 101 Professional Kit

How do you become an IT specialist in a world that requires you to be a generalist?

As an IT specialist, you will have to provide the following services:  network design; procurement; managing relations; dealing with the phone companies, Web hosts and Internet access ISPs; deciding what to buy and inspecting it when it comes in; doing configuration, testing, integration, customization, training and trouble-shooting.

You will be doing everything, which qualifies you as a generalist.  But you don’t have to be a generalist for everyone.

Being an IT Specialist Means Being Selective

You should be all things to some of the people by providing a complete solution.  You offer a one-stop shop and take full accountability for everything your clients need.  But you have to limit the scope of the clients you choose.

An Example:  Real Estate

If you specialize in real estate, you will have worked with a lot of commercial real estate firms and be one of the top IT specialists in this niche.  You will have testimonials and references to prove that you work for these companies and will come across as a real specialist.

You Don’t Need a Lot of Experience

To be an IT specialist, you don’t need a lot of experience.  You can simply find one or two clients that you have been working with for a year or two.  And you will probably become familiar with the major business applications over an extended period of time.  That will separate you from everyone else as an IT specialist.   

Being an IT Specialist

The point is, you won’t need a lot of industry experience to be an IT specialist, but it will make a HUGE difference in terms of your marketing efforts.

Added By:  Joshua Feinberg

A VARs customer study conducted by Tata Consultancy discovered that customers are not happy with about two-thirds of all IT projects conducted within their businesses.  VARs were shocked to learn that their clients were willing to put up with this low level of success.

VARs were also surprised that, in a highly virtual world with newer, faster business solutions that many VARs would be delivering sub-par services.  As a response, some VARs put together a list of six tips to help other solution providers know how to succeed at IT projects.  
Many VARs stated that pre-planning all projects was the best way to avoid failure, feeling that a lack of preparation and communication are a major reason that IT projects do not meet expectations.

The reported dissatisfaction has given many solution providers hope that there will be opportunity for them to get new clients that are unhappy with their current VARs.  They feel there are plenty of rational and high-paying clients still out there that want to do business with responsible VARs.

For more information on this story about VARs, please visit the attached link.

Blogged By:  Computer Consulting Kit

When you do IT audits, you want to know which problems you can solve for clients.  Figuring out which questions they will ask you during IT audits can help.  

Questions and the Needs Analysis with IT Audits

Ask yourself what prospects are looking for.  The answer to this question has been the same for a while.  They will ask you which products and platforms are best for them and which give the best value.  You can include a needs analysis with your IT audit to answer many questions.  You go in and assess their situation and then spend a couple hours looking at what they have.

You need to tell your prospects and customers which products will work together and coordinate.      

IT Audits and Other Services

There are some things your customers will want additionally:

1.     Informal and formal training, including end-user training and administrative training;

2.    Routine and scheduled upgrades;

3.    Coordination with outside vendors for an industry-specific package installation;

4.    Network installation and maintenance.

Customers Want a Centralized Location for Services

Customers are looking for one person to call for all their needs.  And they want a trusted tech advisor just as they want a trusted accountant or attorney.  IT audits can help you figure out what your relationship with prospects will be.

Added By:  Joshua Feinberg

Sageza Group, Inc. recently released a downloadable paper defining the role of systems integrators in today’s market.  Systems integrators are very important when it comes to matching the capabilities of vendors with end customers.  They help act as a go-between with customers and direct vendors.

Systems integrators can become customer advocates for many different vendors and can also report demand to vendors directly to present the latest opportunities.  Systems vendors such as IBM can get many opportunities from systems integrators because they have multi-pronged expertise – geographic expertise, technological expertise and business  expertise – and also can present real and specialized, accurate information about what the reality of the market is in terms of customer needs, often across many different subsets.   
In its white paper, Sageza looks at the part systems integrators play in helping organizations get benefit from technology investments.  The company also looks at the abilities of IBM’s products and how specifically the System z9 and eServer zSeries platform brings benefits to the end customer and systems integrators that help implement IT solutions directly to customers.  

For more information about how to download this white paper about systems integrators, visit the attached link.

Submitted By:  Computer Consulting Kit

A lot of people gain extra income with moonlighting computer consulting businesses.  Moonlighting also gives you the opportunity to try computer consulting on for size before committing to it full time.  

True Billable Hours

When you moonlight as a computer consultant, you gain an appreciation of the reality of billable hours.  If you spend 10 hours working, you may really only bill for 4.  Similarly, you can spend 10 hours of time and only bill for 6 or 7 hours.  When you experience this for yourself in computer consulting, you get an idea of whether or not you can handle it.  

What Are Non-Billable Computer Consulting Hours?

Non-billable hours include the following business responsibilities:  marketing; business development; paperwork; organization; billing and collections; accounting.  You won’t get a real picture of whether or not you can handle these types of issues – and more! – until you own a computer consulting business for real.    

Moonlighting Benefits

The main benefit of moonlighting while still having a day job is lack of pressure.  If you don’t end up liking computer consulting, you can get out and go back to your routine.  But moonlighting allows you to test out computer consulting without a major commitment.

Submitted By:  Computer Consulting Kit

Top positive ID technology firm CRYPTOCard, Inc. recently released information about a brand new program for VARs – the Certified Partner Program.  This new group focuses on Remote Access and SSL/VPN services and will help VARs bundle authentication software in their existing services.  CRYPTOCard’s mission with this VARs program is to help give better secure remote access to those working within any industry so they can better and more securely manage systems.  

The Certified Partner Program for VARs will be led by Chris Dodunski.  He has 15 years of industry expertise and has acted as a design engineer, technical sales person, product line direct and business development expert.  His most recent hat before taking on this VARs group was the director of Strategic Global Partners at Trigence, Corporation where he created their new channel program strategy.  

The new Certified Partner Program will offer support to VARs that are selling remote access products from major vendors:  Cisco; Juniper; SonicWALL or services from VPN providers.  The hope with the new program is that channels will reduce sales cycle time, improve percentage of sales and create better marketing initiatives through much better sales tools.

For more information on this innovative new partner program for VARs, visit the attached link.

Submitted By:  Joshua Feinberg

In 2002, a lot of vendors decided they should try to push 802.11a wireless Ethernet products – supposedly the latest and greatest thing in wireless networking.  

Unfortunately for them, at the same time the 802.11g  was in development and should probably eventually overtake both the 802.11b and the 802.11a models.  The best idea is to recommend wireless Ethernet that supports all the standards:  802.11b; 802.11a; 802.11g.

Wireless Ethernet is an Opportunity for Your Business

Because you are an IT consultant, you should know that wireless Ethernet is a great chance for you to grow and improve your business.  But because there are a lot of already-installed 802.11b products and most 802.11a products are not compatible with the “b” products, you will have trouble if you work with an 802.11a standard at the moment.  

The Main Idea about Wireless Ethernet

Wireless Ethernet will probably take over wired services (CAT 5) eventually as the main small business networking standard.  But it’s not clear yet when or how this will happen, so computer consultants should still take advantage of wireless Ethernet as a true business opportunity.

Added By:  Joshua Feinberg