| starting a computer business, most obsess over | | | | Outsourced IT Department. Think of the five or six |
| technology and certifications, and give relatively little | | | | different functions that small businesses need when |
| thought to crucial business issues. Starting a computer | | | | you're starting a computer business: needs analysis; |
| business requires organization and careful planning. | | | | project management; training; desktop roll-outs; |
| You need to make sure you have everything in order | | | | notebook fixes; server issues; etc. Build your business |
| before you open for business. You also need to have | | | | around these important functions. Think of your |
| a realistic plan for delivering end-to-end, complete IT | | | | company as a single point of contact for clients. |
| solutions. | | | | Present your value proposition as an outsourced IT |
| In a nutshell, you need to have all your contracts and | | | | department responsible for fulfilling your clients’ |
| agreements for clients and partners ready to go. This | | | | on-going IT needs and solving big business problems |
| way, when you bring your very first client through the | | | | with IT. |
| sales process, or build a relationship with your first | | | | (3) Include Annual Service Agreements in Your |
| partner, you know where you are going and exactly | | | | Business Model. If you don’t propose service |
| what you are doing. You have to know the steps of | | | | agreements to your customers and clients, your small |
| the sales cycle and be ready to approach your sales | | | | business decision makers are usually not going to ask |
| cycle consistently with each and every prospect, | | | | for them. You have to tell your clients even in the |
| customer and client. And you need to know which | | | | beginning, as you're starting a computer business, that |
| benefits you will be offering that are going to set you | | | | service agreements are the main way you work with |
| apart from the competition. | | | | all of your clients on an ongoing basis. Well-planned |
| The following 4 steps can help you get organized | | | | service agreements help you build mutually-beneficial |
| when starting a computer business. | | | | relationships where your company becomes an |
| (1) Don’t Give Away Services for Free. As | | | | outsourced virtual IT department. |
| you're starting a computer business, you need to learn | | | | (4) Tackle One Task at a Time. As you're starting a |
| how to take your prospects through the sales cycle, | | | | computer business, pick one thing a week for the next |
| from free to fee. Barring some extraordinary | | | | several weeks and just start working on it. It might be |
| circumstances, you should not spend several | | | | coming up with a couple of marketing ideas, or |
| non-billable hours on just an initial proposal. A typical | | | | creating a service agreement to start offering to any |
| sales proposal has no value-added uniqueness and will | | | | existing customers. You just need to stay organized |
| make your company look like a commodity broker. | | | | and get your plans in place. Build your network and |
| And when your services are seen as a commodity, | | | | have everything ready so you can hit the ground |
| you will primarily attract extremely price-sensitive | | | | running. You need to get known as an organized, |
| buyers that will be hunting for the lowest bottom line, | | | | credible, professional business. |
| and not necessarily the best value or greatest potential | | | | In this article, we looked at 4 important steps for |
| return on investment. | | | | starting a computer business. |
| (2) Position Your Computer Business as an | | | | Copyright (C), StartAComputerBusiness. |