Stuart R. Crawford (Calgary, AB - Business Development Manager of IT Matters)
We have all heard the saying that we must have the right employees on our business bus, but have you ever thought that you need to have the right clients on the bus as well? Just like having the wrong employees on your team, the wrong clients can hurt your business and create a lifestyle that you do not enjoy.
Many of us in our small business IT practices started out picking up every possible piece of business that crossed the threshold of our business in the early days; we called this picking the low hanging fruit. We needed to do this to pay our employees, bills, and maybe even have some left over for a salary. Unfortunately for many IT professionals they have never matured in their thinking and after several years of being in business they are still working for customers that do not value them, their own technology investments, haggle on every invoice, you can never satisfy them no matter what you do or they may even abuse you and your staff.
What separates the IT firms that have a satisfying business from those who struggle? Successful firms understand exactly what clients they are looking for and who they want to do business with. This message is posted everywhere in their business, on their website and every employee knows exactly what the ideal client looks like. However, they continuously strive to improve their client qualification process so they only attract the right type of clients that fits their business model. What can your business do to attract the clients that you want so you can have a fulfilling and satisfying business life?
In order to grow a sustainable small business IT practice you must be very selective in the business that you want to work with. When you can become selective and know exactly what you want, these doors will start to open for you. You will find yourself in situations where these opportunities show up, you network with the right people that will introduce you to the right people and your business will thrive.
In order to get there you have to know what you want. Are you willing to take this step to achieve the life that you want in your business? Do you have what is takes to reach higher in the tree for the less picked fruit? What will it take for you to take this next step?
“The customer is always right, not every customer is right for us” stated Vlad Mazek of Orlando’s Ownwebnow in his blog on March 30, 2008. This is so true; there is nothing wrong with stating that the customer is always right when you have the right customers in your business. Do you homework up front and qualify everyone that you want to do business with so you limit the bad apples down the road.
PingBack from http://investments.thefinanceworld.co.uk/2008/04/10/get-the-right-clients-on-the-bus/