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So you’re an IT consultant. You’re aware of your own skills and experience, and you know the tricks to bring in the clients. Now, the process of qualifying your prospects is going to involve knowing the advantages and disadvantages that each market possesses.
A good Connecticut IT Consulting firm will want to make sure they are dealing with the right person within the company – someone who is familiar with the goals and strategies of his company. Dealing with a qualified decision maker in the company will ensure against potential delay issues because of a lack of authorization. This is extremely important in keeping the process flowing.
If you are looking for companies that may not be as susceptible to bankruptcy, you may want to look into the governmental marketplace. Governmental companies can include any size from community organizations to entities within the United Nations.
One major drawback to going the governmental entities route is the potential for having to deal with the bureaucracy and politics, not to mention the several levels of organization, making them sometimes a pain to work with. The size of the entity often corresponds closely with the level of difficulty in getting items of business through the approval process, even if you are working with a key person in the company.
Large companies can also be burdensome to deal with at times. A good trick when dealing with the bigger companies is to get hold of an organizational chart. This can help you get to the right people in the company to help qualify them as a client. Smaller businesses, though they may be tougher to collect from, can usually be a great source to go to for clients; and, due to their smaller size, can often have a simpler qualification process.
Another avenue to go down may be with alternative energy companies. With their smaller size, you combine them with the tons of other companies out there that are relatively new, and you now have a huge list of possible clients, right at your fingertips! You may even try out offering a little pro bono time up front with these smaller companies. It can certainly get your foot in the door, and even some good will to the community.
The qualification process can be completed relatively quickly by simply finding out about their timeline and budget. Again, as mentioned before, this can go much smoother when you are dealing directly with one of the decision makers of the company.
Be wary of those clients who will want something for nothing. IT Consulting Connecticut does not want to waste time with numerous presentations and/or proposals. Don’t give your services away by providing too many details; use a broad brush in your presentation – and make sure that decision maker is there.
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