Small Business Computer Consulting

Part of being involved in computer consulting is selling your personality and your business knowledge.  But you are also selling your time, and you can’t afford to deal with people or tasks that will waste it.  You have to be able to use every hour to its fullest.  How do you tell if a service call is a good use of your time?

Is it an Emergency?

To work more efficiently, you have to be able to find out whether computer consulting clients are actually having an emergency or if they just want your time.  You should be able to determine this as soon as you hear from them – on the phone, over e-mail or in person.  A server down issue has a much greater sense of urgency than an unlinking PDA.  

What is the Budget?

You simply can’t waste time with prospects that don’t have any money to pay you for your services.  If you come across a broke computer consulting prospect, you need to put the person on a follow-up list for three to six months to figure out if there is going to be more IT money to be spent.  Otherwise, don’t waste your time.

Be Tactful

You can’t ask directly if a prospect is broke or even, “Do you have any money?”  To determine whether a prospect can afford your support, as if he/she gets computer consulting support currently, how he/she has received it in the past and whether he/she has only used moonlighters or volunteers.  You can find out how big the budget is for IT by asking these questions.

If you find out the prospect is already working with someone else that you think of as a competitor, you can assume the funds are there to hire you.

What is Their Pain?

You need to know how much pain a prospect is in and what the nature of the pain is in order to pitch a sophisticated solution to solve customers’ and prospects’ problems. 

 
The Bottom Line about Computer Consulting

You need to think of time as part of your valuable inventory; don’t give it away in computer consulting unless you are sure it will be worth it.

Blogged By:  Computer Consulting Kit

On September 7, several leading solution providers announced they would be offering their first products featuring Microsoft’s VC-1 Encoder SDK.  On the same day, Microsoft stated it would be providing industry support for this software officially, though the first statement regarding the new development was announced at the 2007 National Association of Broadcasters conference in April. 

These products have improved products offered by leading companies that provide digital delivery services and compression tools.  The new SDK technology offered by solution providers will offer better video imagery and many other features.

Companies such as Red Bee Media have decided to go with solution providers Anystream, Inc. to adopt the new Encoder technology in order to revise its video content for the BBC’s new iPlayer service.  According to a Red Bee spokesperson, the new Encoder will help it deliver faster and better quality video to customers in various formats.  The technology allows for solution providers to provide HD optical discs  and content that can be optimized for almost any screen, perfect for on-demand and broadband service.s 

Other companies across Europe, such as Sonopress, Imagion AG and DS&DVD and U.S. companies including GDMX, Deluxe and Blink Digital will also be working with solution providers to utilize the new Microsoft products.  Microsoft and Amazon.com also intend to offer a program for independent filmmakers that will let them publish as many as 1,000 HD DVD titles without any set-up fee through CreateSpace.

Over 85 percent of all HD DVD titles in the U.S. have now been encoded using the new VC-1 technology, so solution providers are offering it at an opportune time. 

Microsoft will also include this new SDK technology in its Xbox system and most particularly on its xbox LIVE Marketplace. 

For more information on this story, including a list of solution providers providing the new SDK technology, visit the attached link.

Added By:  Computer Consulting 101 Professional Kit

The Advanced Service Network (ASN) – an association for VARs and solution providers to get free referrals for IT work – recently announced it was opening up membership to all VARs.

The East Hanover, New Jersey-based company recently declared that location would no longer be a factor in membership for VARs to the ASN; now VARs and solution providers across the globe can have access to a new referral service. One of the benefits of ASN is a rule that limits the number of solution providers and VARs that can be members within a given geographic area, meaning that qualified members that join ASN immediately will get priority and weed out some of their competition.  While anyone can join the ASN, the number of total members within a given location is limited so more opportunities can be enjoyed by members. 

VARs that join the ASN can also refer customers globally to other ASN members online.  Information about specific solutions offered by members is available to each member in an online forum, which gives VARs that join the ability to learn as much about other solution providers before making contact.

Benefits of joining ASN for VARs include discounts on hotels, flights, car rentals, office supplies, financial services, insurance and much more. 

For more information on this opportunity for VARs, visit the attached link. 

Added By:  Computer Consulting Kit

IT consultants need to know when they are going after sweet spot small businesses that the company is going to be looking for someone that has strong hardware skills.  You need to thus know about RAID and multi-port adapters. 

What is Your Background?

IT consultants need to be able to deal with storage attached networks, network attached storage, mid-range data backup systems, DAT, DL2, UPS’s, power protection systems, routers, CSU’s, VSU’s, wi-fi hardware and anything associated with roaming. 

What Systems Do You Know?

Networking software is a very important part of life for IT consultants working with sweet spot small businesses.  You need to know the software and also have great skills with networking.  You also need to know about the server OS’s.  They are hiring IT consultants for networking design, installation and on-going support and maintenance.

What Are Clients Using?

IT consultants working with small businesses need to know about Microsoft Windows server, Microsoft Small Business Server, Novell Netware, Novell Small Business Suite and Red Hat.  Because client server messaging is so big, Microsoft Exchange Server and Novell GroupWise are also good ideas for IT consultants.

Accounting applications will also be crucial for IT consultants along with CRM applications, web servers like Microsoft IS and Apache. 

Which Other Tools Do You Know?

IT consultants working with small businesses should also know web authoring tools including Microsoft Front Page and Macromedia Dream Weaver.  For those dealing with small businesses that use Windows, terminal services will also be important.  IT consultants should also be familiar with network faxing, performance monitoring, virtual private networking, BPM’s, RAX and others.

Firewalls and advanced virus protection are also a necessary part of working with small businesses.

IT Consultants:  The Bottom Line

In order to support sweet spot small businesses, IT consultants need to know 25 – 50% of the aforementioned items. 

Blogged By:  Computer Consulting Kit

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