Increase Your Computer Consulting Profitability with the Computer Consulting Kit
How would you like to enjoy improved cash flow, increased profitability, and greater hourly billing rates for your computer consulting business? (ALL without complaint or loss of business!)
The good news is that these great outcomes are all entirely possible, when you can simply get your mind around the strategies that a particular computer consulting firm has applied.
To help you understand how this all works, I’d like to share a message from the owner of a computer consulting firm, that’s both a Microsoft Small Business Specialist and an HP Business Partner.
While this firm is located in the city of Leicester in the United Kingdom (about 2 hours north of London), the computer consulting strategies can be pretty universally applied regardless of where you’re located, in a big city, a small town, or a densely populated suburban area, and regardless of whether you’re in the UK, USA, Australia, Canada, New Zealand, Ireland, or South Africa.
Let me let the owner of the firm, James Harbidge, tell you about this strategy in his own words, so you too can learn how to get higher rates without loss of business.
"The Computer Consulting Kit showed me how to write a contract and price listing that made sense to both me AND my customers.
I just got my first big contract with the help of the Computer Consulting Kit. My customer had two quotes for £4,500 for a (Microsoft) Small Business Server network, which the customer thought was too expensive.
I proposed £19,000 of hardware and software, as well as £6,000 of my time and got the order! (£20,500 more than my competitors) And that’s even without selling the maintenance contract yet! (That’s Step 2!)
Because of the Computer Consulting Kit, I now have improved cash flow, by reduction of invoicing terms, without complaint or loss of business!
Plus the Computer Consulting Kit increased my company’s profitability and billing rate by 15%, WITHOUT complaint or loss of business!
And I now know how to sell proactive services, as opposed to reactive services. (I hate fixing viruses and spyware!) The Computer Consulting Kit also taught me how to sell value and ROI, rather than break/fix services and hardware.
All thanks to the advice in your Computer Consulting Kit! Many Thanks,"
- James Harbidge, Clarendon Park Consulting (Small Biz IT), Leicester, United Kingdom
A few key points that you can take away from this for your IT consulting business:
(1) It’s important that your service contract offering and pricing strategy make sense to both you AND your clients.
Usually, most IT consulting firms end up shortchanging themselves by charging WAYYYYY to little for their services.
Many IT consulting firms also waste time trying to market "wimpy" service contract offerings. Remember, it’s got to be incredibly compelling for BOTH parties!
(2) When proposing a network solution to a small business, your quote (if you choose to work that way) doesn’t need to be cheapest to be the one that’s chosen. In the case of Clarendon Park Consulting, their quote that won the client’s business was over £20,500 more than their competitors!
Your quote simply needs to be the best value for the client. And of course, you must be able to clearly and effectively articulate your superior value proposition.
(3) Besides charging way too little for their services, many computer consulting firms sabotage their cash flow by promoting invoicing terms that effectively make them their clients "banker"… which frankly is ridiculous given the absurdly low margins on product reselling.
Clarendon Park Consulting’s experience demonstrates that you can be assertive in how you protect your cash flow and still earn very lucrative IT services business.
(4) Clarendon Park Consulting was even able to raise their profitability and billing rate by 15%, WITHOUT complaint or loss of business!
Remember no client is EVER going to tell you that you ought to be charging them more. It’s up to you to come up with a pricing strategy that allows your company to be profitable enough to sustain itself and grow year-after-year.
(5) Finally Clarendon Park Consulting now has a handle on selling proactive services, as opposed to reactive break/fix services and hardware.
This worked out particularly well because they really hate fixing viruses and spyware!
And because they can now sell value and ROI, rather than break/fix and hardware, it’s MUCH easier to command higher hourly billing rates without objection.
Now bear in mind, James Harbidge’s results are not typical.
Your results may vary. What does that mean?
Your success, or lack thereof, depends greatly on your personal, unique business and technical talents that you bring to the table… AND even more importantly, on the rigors of your marketing and sales implementation that you’ll learn all about in the Computer Consulting Kit Home Study Course.
We of course can’t promise you that you’ll achieve the same exact results as James did. Your situation may be anywhere from a little different, to a lot different. Anyone that makes such a promise to you is (a) lying and (b) breaking the law. Because making unqualified promises like that is illegal.
However I CAN tell you that these same field-tested, PROVEN strategies that James is talking about are in use in all 50 United States, 8 Canadian provinces, the UK, Australia, New Zealand, South Africa, Ireland, and some 31+ other nations around the globe now.
To learn more about how YOU can enjoy improved cash flow, increased profitability, and greater hourly billing rates (ALL without complaint or loss of business!), go right now to get access to the field-tested, PROVEN plan of attack at the Computer Consulting Kit Home Study Course download center.
Blogged By: Computer Consulting Kit