If you?re new to small organization consulting, you could assume there?s no such factor as a prospect or client getting too enthusiastic about jumping headfirst into a major IT project. Enthusiasm can be a good point with regards to signing your firm?s tiny business consulting contract, proper? Effectively, not often.
Manage Clients Optimism
Though hype isn?t exactly a sales obstacle, you?ll want to manage client expectations regarding ?unjustified? optimism at your earliest opportunity. Throughout tiny organization consulting projects, there is often a require to combat hype with vertical sector software program solutions.
Keeping Client?s Expectations Realistic
The modest business owner or manager might return from a trade show having a gorgeous glossy brochure (and mouse pad) for an industry-specific application. Considering that your modest organization consulting client thinks the application could be the finest software program considering that Lotus 1-2-3, he is prepared to open up his firm?s checkbook ? but wants to run the application by the internal guru as well as your tiny business consulting firm, very first.
Despite the fact that the ISV?s marketing and advertising literature and Web internet site seem fairly specialist, upon additional investigation you learn this $5,000 per seat package is constructed on an MS-DOS-based Clipper database engine (circa 1991).
The Bottom Line about Modest Business Consulting
Whilst your client may possibly happen to be impressed initially with all the demo in the trade show, you need to overcome the hype surrounding the application and save your client from creating a sizable investment in an application that should?ve been retired or supplanted years ago. Otherwise, your prospect or client could end up squandering scarce IT budgetary resources that could possibly be better invested within the network resolution that you?re recommending.
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Source: http://blog.ilove3c.com/2012/09/07/tiny-business-consulting-overcoming-unrealistic-expectations/
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