advertising, promotional, and marketing dollars to be able to get those 800 customers in your computer business?
Next, look at labor costs. How many technicians and system engineers will your firm need to be able to deliver adequate “free” or “paid” support to those customers? (Also, bear in mind that retail computer store service is generally billed at much lower rates than commercial small service).
In depth: clients:
Now, look at choice B; customers (B2B), who are committing to spending a minimum of about $1,000 a month-every single month. That's a $12,000 a year minimum per customer.
Do the math. You'll see you only need about 16 or 17 of these customers to reach your goal. This is a whole lot more manageable in your computer business, even with one or two system engineers, or with just one or two high-level technical consultants.
At $12,000 per year, these businesses are no longer transaction-oriented, one-shot-deal customers. At $1,000 per month commitment … that's a real client! Plus, you'll also have a lot less non-billable time. You end up “eating” more hours and more time on the tiny jobs, the $100 and the $200 and the $500 customers, than you will with the ones that have extended maintenance over an extended period of time.
The Bottom Line about Your Computer Business
In this article, you've been introduced to the advantages of providing service to other businesses in your computer business.

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