Small Business Computer Consulting

When a micro small business looks for an IT consulting professional, it’s looking for specific solutions.  You will need to know desktop PC hardware, be good on notebook PCs, with PDAs and with different types of printers.  You will also have to know something about modems, dial-up, cable, DSL and power protection.  

IT Consulting:  Get a Strong Software Background

You need to know about software to work with micro small businesses, but it should never be the main focus of your IT consulting practice.

What about Operating Systems?

You need to know about desktop and notebook operating systems – Microsoft Windows especially – to do well in IT consulting.  Depending on your industry and niche, you may need to know something about Mac or Linux operating systems as well.  

Security and Networking

When you are working with micro small businesses and other businesses as part of your IT consulting duties, you need to know about anti-virus software and personal firewalls along with remote control software.  A micro small business will need help also with P2P networks.  

You also need to know about the popular Silho (ph) routers that are able to share DSL and cable connections.  Also know how to set up live access points along with adapters.   

The Main Idea about IT Consulting

If you want to be successful at IT consulting, you have to know about 25 – 50% of the above things in order to support micro small businesses.  Remember that you will be dealing with very non-technical small business owners.

Added By:  Computer Consulting Kit

VARs recently decided – for the fifth time in the past six years – that Xerox’s workgroup office color printer division was the best out there, according to the reputable VARBusiness Magazine.  The recognition was published and based on results from the magazine’s annual survey of over 5,400 solution providers and VARs.  

The Annual Report Card published by VARBusiness Magazine names great partner programs in 15 product and service categories.  Xerox got its recognition on August 21 at a ceremony that was part of the XChange ’07 Conference in Orlando, Florida.  Xerox earned the highest scores of any color printer vendor in product innovation and support.  

The Annual Report Card has earned a reputation for being the true test of the VARs community and a real representation of how they view and use products.  Because Xerox has received honors for so long, obviously it is a company that has created loyalty and has become a trusted advisor for partners.

Xerox offers many new programs that provide more options and growth opportunities for VARs in their partner programs.  Last September, Xerox introduced PagePack, a cost-per-page pricing program that lets VARs provide flexible, affordable monthly contracts based on the number of pages customers print.  Also new is the IT Advantage Program that lets VARs use higher-end systems and helps increase profit.  

Many experts believe that partnerships have become more important than ever for VARs recently because of new opportunities in color printing and small and mid-sized business markets.  Xerox is poised to continue to provide great opportunities for VARs.

Added By:  Joshua Feinberg

You have the option of going after businesses of different sizes when you work in the IT consulting industry.  Beyond your sweet spot small businesses that have 10 – 50 computers and 10 – 100 employees, you have large small businesses that have 50 – 100 computers and 50 – 200 employees.

The Logistics of a Larger Small Business

The main characteristics of larger small businesses is that they have at least two servers, and typically an in-house IT manager that does a lot of generalist work.  Because they do generalist work, they will not need the same type of IT consulting services as smaller businesses will need.

You Need Networking Skills and Specialization

When you are working with large small businesses in IT consulting, you need to get deep into two or three networking skill sets and be highly specialized.  If you want to target mid-sized small businesses, you need to develop a different business model.

Going After Mid-Sized Businesses

When you start to deal with more than 100 computers, more than 100 employees and over three dedicated servers, you are in the mid-sized business arena of IT consulting.  There will typically be an entire IT department with this type of business.  In terms of IT consulting, they will only be outsourcing very deep specialty tasks.

Where is Your IT Consulting Business Going?     

If you want to get involved in medium-sized small businesses with IT consulting, concentrate on deep networking skills.  If you want to go even further than that, start concentrating on enterprise platforms like Computer Associates, IBM, Linux, Oracle and Sun Solaris.  To succeed, remember to SPECIALIZE your IT consulting skills.

The Big Picture of IT Consulting

Most small businesses are about 12 – 18 months behind when it comes to technology.  Make sure you know what your targeted businesses need before you get involved in IT consulting.

Blogged By:  Computer Consulting 101 Professional Kit

Computer business Apple, Inc. has been experiencing great growth in its computer sales in the past ten years.  The company first re-envisioned its computers in 1998 with the iMac and has been slowly converting people from PCs to Macs ever since. 

Last week the computer business’ iMac line was revamped yet again.  Many Windows users are starting to look seriously at switching to the new computer. 

Features of the New iMacs that Make Them Appealing to Windows/PC Users:

1.     A flat panel screen with built-in components; 

2.    Thin, aluminum casing;

3.    A sleek design (though some Windows users stated they preferred the candy-like appearance of the earlier iMacs);

4.    Lower prices than previously offered by the computer business;

5.    The ability to handle new Microsoft software and products;

6.    A very easy start-up for Internet usage and general computer set-up;

7.    An improved media package, including more exciting versions of iMovie, iTunes, the free iLife suite and other software. 
In general, Windows users testing the computer business’ new iMac noted hardware, software and Web services were tightly integrated and the interface smooth. 

The only problems some PC users experienced were the following issues:  file access from a home PC through a wireless network connected to the iMac; three different modes of computer inactivity that do not have clear distinction between them; small type on the screen display that makes text hard to read. 

Still, PC users have said they are impressed with the new iMacs and that even the complaints for the computer business are pretty minor. 

Blogged By:  Computer Consulting Kit

When looking to target small businesses in the sweet spot, you might wonder which IT certifications you will need.  

No Real IT Manager

With small business computer consulting, rarely will you be selling to a real IT manager.  Therefore, you are usually dealing with a non-technical small business owner that does not really understand IT certifications.  He/she will not know the difference between a CAN and a CNE or a MCT and an MCSE IT certification, so you really will not need to have these certifications to get your foot in the door.

Start with Small IT Certifications

If you think you need IT certifications to move forward, getting one or two entry-level ones should be a good start.  You can then work to get more advanced IT certifications as you establish a specialty.  Just don’t get too caught up in using IT certifications to market your business or you may miss opportunities.  

The Main Idea About IT Certifications

Once you have launched your business, if you are not doing networking, follow-up activities or going on sales calls, you could very well miss out on important opportunities.

Don’t spend a lot of money on classes if you are getting no billable hours and have no business development activities in the works.  Set your priorities when it comes to IT certification.

Added By:  Joshua Feinberg

Solution providers will benefit from two new tools released on August 6th by CMP’s ChannelWeb:  ChannelWeb Mobile and ChennelRecommends.  These two tools will help solution providers stay abreast of channel news and other types of information.  These tools will combine product reviews and tech primers from CRN with research and features of VARBusiness and GovernmentVAR magazines.

ChannelWeb Mobile offers breaking news stories from ChannelWeb delivered to handheld devices.  Channel Recommends offers CMP’s best business and tech information selected by ChannelWeb solution providers from all places on the Internet.  Solution providers get to nominate the information they value most and then others second these nominations to determine what is offered at the top of the page each time.

The CMP Channel is the place customers go in order to meet global sales channel objectives.  Its family includes many resources for solution providers, including VARBusiness, the ChannelWeb network, the Group’s XChange worldwide conferences and the Institute for Partner Education and Development (IPED).  The resources offered for solution providers and vendors help accelerate sales.

For more information on this story for solution providers, visit the attached link.

Added By:  Computer Consulting 101 Professional Kit

Is your company in need of a good computer consulting firm?  You may need one, but you may not know how to find one.  This set of questions can help you get in-depth answers from prospective computer consulting firms and find out if they will be a good fit for your business.  

Resellers, Pure Computer Consulting Companies and Hybrid Technology Providers

As computer consulting firms during interviews,

1.     Do you resell tech products such as hardware and software?

2.    Are you a profit center, or can we shop for products elsewhere?

3.    If we shop elsewhere for our products, can we still use your computer consulting services?

4.    Are there any other vendors – ISPs or telephone companies – that you represent?  Do you get commissions or referral fees from specific companies?

Costs, Hidden Charges, Billing Procedures

Ask the following additional questions of your computer consulting company:

1.     What are your payment terms and billing minimums?  What do you consider “billable”?

2.    Are travel time, telephone support, e-mail/online support and remote support included?

3.    Do you have after-hour and emergency service fees?  What defines these terms?

4.    Do you have support contracts?  What are the costs and the benefits?

Client Reference Accounts, Case Studies, Testimonials

Also find out the following information from your prospective computer consulting firm:

1.     Tell me about one of your long-term small business accounts.

2.    Tell me about a recently signed client.

3.    Tell me about a client that just didn’t work out.

4.    Can you give me some references?

Research, Development and the Technology Curve

Also ask these questions about your computer consulting business’ ability to keep abreast of technology:

1.     How do you stay in touch with the latest tech developments?

2.    For what do you bill clients, and are there any gray areas?

Training and Knowledge

You need to also ask additional questions:

1.    Are you willing to provide in-depth training for users within my company?

2.    What kind of training do you provide for users?

3.    Will you train our internal guru to be more self-reliant, even if you miss out on billable hours?

The Main Idea about Computer Consulting Company Hiring

Don’t hire an independent computer consulting firm until you’ve determined the fit is right.  

Added By:  Computer Consulting Kit

Canada’s largest computer consulting firm CGI Group, Inc. declared its third-quarter profit on July 31.  The computer consulting firm said it would increase its presence in the U.S. market because of its higher profit margins resulting from cutting 600 jobs last year.  Its earnings rose 79 percent and its debt lowered.

Still CEO of the computer consulting business Michael Roach hopes to get rid of a gap between CGI’s revenue and profits by continuing to talk through its business strategies and which qualities make it stand out from competition within the U.S. market.  It will focus efforts on important investors.  

CGI’s U.S. growth rate is larger than that of the company as a whole and grew ten percent in the third quarter alone.  The computer consulting company will have its first investor day in New York in the fall.

CGI has plans to double in size in the next five years and look for acquisitions in the U.S. and Western Europe.   The company earned $64.4 million in the third quarter, up from $35.9 million during the same time period last year.  Reuters estimates that the company will get up to 18 cents per share before one-time items on a revenue of $937.7 million.

The computer consulting business is based in Montreal.  For more detailed information about its earnings, visit the attached link.  

Blogged By:  Joshua Feinberg

The news on Thursday that Dell would be acquiring ASAP Software in a continuing effort to make itself a presence with solution providers has many wondering whether the company is a positive or negative force in the industry.  Dell agreed to buy ASAP Software – a subsidiary of Corporate Express and one of Microsoft’s top resellers — of Buffalo Grove, Illinois for $340 million in cash.
    
Solution providers think that Dell will have more ability to deal with software licensing and more power, creating some pretty intense competition with those that wish to work with ASAP accounts.  However, others think it could be a potential partnership opportunity, depending upon how Dell handles its dealings with solution providers and VARs as part of these accounts.  

Dell is a top LAR of Microsoft too and often offers much more competitive software licensing opportunities and conditions than other VARs.  Last month, Dell caused some Microsoft VARs and solution providers some irritation when it decided that reselling Microsoft Open License software at cost as part of a promotion was a good idea.  This meant those purchasing SQL, Exchange, Office 2007, Windows Vista, Windows Server Standard, Small Business Server, Client Access Licenses, Project and SharePoint got an unbelievable deal.  This promotion signaled that Dell would be less likely to deal on a partnership level with solution providers that were working with ASAP, which is turning many of them off to the idea of working with the software giant at all.

Although Dell has claimed it is a new company, many solution providers don’t believe it could so quickly rethink its business strategy and be suddenly close with the solution provider channel.

Many solution providers also say that software licensing is a very small part of their businesses, so it is not a profit center.  If Dell treats it as a way to make money, it will not really affect many other VARs significantly.  Solution providers are much more concerned about the recent announcement that Dell had acquired managed services platform provider SilverBack Technologies.  This company partners with 150 VARs, and many are worried Dell will use it as an opportunity to sell remote network services directly to small and medium-sized businesses, thus cutting profit margins for solution providers.

Still, many believe that both the SilverBack deal and the ASAP deal combined indicate Dell is attempting in earnest to get more deeply embedded with other solution providers in the industry.  Some are thinking they should try to enter account discussions with Dell in preparation for increased involvement and competition.

For more information on Dell’s new position with solution providers, visit the attached link.  

Submitted By:  Computer Consulting Kit

When you encounter prospects for IT sales, you need to get to know their top 3 problems.  You might learn that their problems are not what you expected or can even help solve, in which case you can move onto the next prospect.  But you can’t succeed at IT sales if you don’t get prospects talking.

What Do They Prefer?

You need to get prospects talking about what they like and don’t like about their past IT support to get an idea of what type of support they are looking to get.  You also need to know in the first meeting if there is an emergency that needs to be handled immediately or if they are looking for an IT audit, site survey or tech assessment.

Sometimes prospects will want something totally different from what you are used to, but mostly they will ask for the above items.   

The Next Step of IT Sales

Moving prospects from free to fee as part of an IT sales meeting is about getting the answers to important questions about their technology problems.  You need to have something to offer them and proposals that address their needs.  You should bring blank forms with you so you are ready to close the deal as part of IT sales.

Blogged By:  Joshua Feinberg