Small
Business Computer Consulting:
the Sweet Spot
If you've previously delivered your service B2C
(
Business to Consumer) and now
want to switch to B2B (Business to Business), you may think that
you're ready to run out there and just get some small business
clients. It's not that simple. In this article, you'll learn how
to define the "small" in small business computer
consulting.
If you focus too much on home-based businesses and micro small
businesses, you'll have a tough time selling a lot of services.
While "micro" small businesses (under 5-10 employees) are
technically small businesses, micro small businesses may not be a
good fit for your small business computer consulting company. Why
not?
The Five Reasons to Avoid Targeting Micro and Home
Businesses
1. Lots of consumer grade PC's
2. Pirated software
3. Reluctance for paying for services. A lot of micro small
businesses want to look for volunteers to help them with their
computer problems like someone's niece, brother or friend. You
can't compete against free! You'll also have a tough time competing
against moonlighters; these people are on someone else's payroll
during the day and don't have to fund their own certifications and
benefits. They can undercut your price tremendously.
4. IT isn't that important to their company, so they don't need a
great response time.
5. Too small to afford a "real" dedicated server and "real"
network.
These five reasons are why most computer consulting firms doing
really well with services are
looking at prospect companies that have at least eight or ten
PCs. At that point, it becomes really difficult for these
companies to continue running a peer-to-peer setup, or wait for
the sometimes glacier-like response time of volunteers and
moonlighters.
When a small business is "big" enough
Usually small businesses with more than 8-10 PC's start to get
serious about putting in a real client server network, putting in a
real tight back up solution, putting in a real UPS, and a real
firewall. In order to do these things correctly, small business
decision makers typically understand that the systems need to be
designed by a more sophisticated IT services or network integrator
firm.
In other words, as a small business goes through growth spurts,
the stakes go up. And these businesses generally recognize the need
to use IT more strategically. Also, typically the small businesses
have made the decision that IT is actually important to the
company, and that they can't afford a lot of downtime. So they need
someone to coordinate everything computer-related. These small
businesses want someone to take ownership of the whole problem, and
that's where your small business computer consulting comes
in.
The Bottom Line about Small Business Computer Consulting
In this article, you've learned which size business you should
target for small business computer consulting. To learn more about
small business computer consulting, click here now to get access to
a free one-hour audio training program on 5 Easy Ways to Grow Your
Computer Consulting Business.
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