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Small Business Consulting: Overcoming Unrealistic Expectations
By Joshua Feinberg
If you’re new to small 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 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 consulting projects, there is often a need to combat hype with vertical industry software solutions.
Keeping Client’s Expectations Realistic
The small 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
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 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}
Joshua Feinberg of Computer Consulting 101 helps you get more steady, high-paying clients. Learn how. Sign-up now for your free access to proven Computer Consulting 101 secrets at Computer Consulting 101
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We hope you found this business franchise massage opportunity information to be helpful.
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Start Home Based Business
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According to the United States Small Business Administration, the number one reason that businesses fail is poor management. The second reason? Not enough financing or financing coming at the wrong Read more...
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Consulting Salary - What Can Your Business Afford?
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Consulting salaries are an important factor in your ability to hire the type of talent you will need as your business expands. You will probably do much of the work yourself, but as your business Read more...
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Any lawful activity, with the exception of a farm operation, conducted primarily for the purchase, sale , lease, and rental of personal or real property, or for the manufacture, processing, and/or marketing of products, commodities, or any other personal property; or for the sale of services to the public; or solely for the purpose of this Act, an outdoor advertising display or displays, when the display(s) must be moved as a result of the project. ...
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