Many Information Technology consultants in Alaska are unsuccessful when it comes time to augment their IT consulting companies in Alaska because they don’t have the foresight to reject some business prospects. Information Technology consultants in Alaska are unsimilar to motor boat builders who attempt to dump as much product as possible and alter production quotas based on amount demanded.
When customers require more product, additional assembly line workers are authorized to work, new factories are opened, merchant arrangements begun, and more products are put out. When the appetite for the products begins to slide, production facilities are boarded up, employees are let go, and production stops.
IT consulting companies in Alaska are without a doubt like day and night compared to this model. One can only work a finite number of hours during the day. Bearing the same importance, only so many clients in a week can be serviced. Always fix in your mind that growth is not merely focusing on the bottom line. IT consulting companies in Alaska must also expand the breadth of information technology consulting services, acquiring higher-level businesses, building up your standing, and offering more up to date IT solutions.
Most new Information Technology consultants in Alaska believe “Any business is good business and we never turn down breathing businesses.”
There are a few things not right with this attitude.
For starters, sales effort is equal across all information technology consulting price points. It takes the same amount of time and energy to market $300 worth of services as it takes to market a $10,000 service.
The setback for advertising, number of calls, number of questions asked, amount of pre-sale research performed by the prospect, are all peculiarly steady. From all appearances, the only variance resides in the mind of the IT consultant.
So, if your establishment is attempting to wrap up some business dealing and the sale consumes about the same level of effort to market to the $150 business client as it does to close the deal on a $50,000 client, which client would your information technology consulting company prefer to expend your time running down? This isn’t a difficult choice. No need to belabor the point. However, the time and energy it consumes to entice, sell, close, perform, and administer negligible information technology consulting projects is congruent for large IT consulting projects. Subsequently, your information technology consulting establishment is not making up in volume what you could be doing in size. By continuing to accept whatever happens to comes forth, information technology consultants will endure inferior time management and feeble improvement.
It doesn’t take a brain surgeon to see these truths:
Each and every time your information technology consulting organization raises your fees or strive to go after more sophisticated work, your consulting company will probably disinherit the bottom 10% of your market. The more expensive Information Technology consultants in Alaska regularly forsake the bottom 25% of their target market as a growth strategy to create energy to chase after the upper-end portions of their information technology consulting target market.
IT consulting companies in Alaska cannot admit everything that happens to appears and expect to grow. To take a simple example a Web Design and development company in Alaska that started taking on smaller clients during tough economic times. After the slow period stopped, it was difficult to move back into the higher priced segments of their information technology consulting market. Continuing to admit everything that appears means that your expertise and reputation are not expanding.