Archive for December, 2009

I think the best IT Job in existence today is being an Independent Computer Consultant. Be your own boss and remove any limits to what you can make, provide yourself with unlimited growth potential and take comfort in knowing that as long as you take care of your customers, your job is always secure.

However, no matter how great of a Computer Consultant you may be, you’re simply not so talented that you can be in two places at once. And at times that may be required. Maybe one of the places you’re at is at another client with a down server, or your home in bed with a stomach thing, or perhaps on a much earned vacation.

Sooner or later you’re going to need someone to give you a hand. Even if it’s to assist in solving a technical problem that you simply can’t seem to figure out.

There have been several times in my early days when I’ve been at a client site where I literally was ready to say “Sorry guys. I can’t get the server back up, I don’t know when you’ll be working again and I think I’d like to go home now.” Of course, I didn’t go home and stayed until I got the problem fixed. I used whatever resources I had available. Web searches, Microsoft Technet, a $250 call to Microsoft Support, tech support forums, etc.

The fact that I never let a client down and I always did whatever I had to do to get the problem resolved, is why I’ve been able to form the solid relationships and get the referrals I needed when starting my own small business.

But through experience, I’ve discovered that it’s often much wiser to have help available… and be smart enough to call upon that help when needed, rather than rely solely on myself to get the problem solved. This is where partnering comes in.

Once you’re ready to start promoting your new business, you’ll want to research some of your larger, local competitors. When you find several that look reputable and can support the small business market, reach out to the owner. Business owners generally like speaking with other business owners and most will be receptive to your call.

Explain your business model… that you’re an Independent Computer Consultant and you’re looking to support a small client base of small business customers. Explain that you’re exploring partnership possibilities and would like to see if his business would be interested in providing non-competitive support to you if you need it. If you could get his rate to match what you charge your clients, whenever you need help it won’t cost you anything. If his rate to you is higher than what you charge your customers, you can look at it as a necessary business expense.

Let’s say his rate is $25/hr higher than yours. You get stuck at a client with their Exchange server down and they’re freaking out with no email. You spent 2 hrs. and you still have no idea yet what the problem might be and no solid idea of how much longer you’ll need.

You can spend the next 4 hrs. screwing around, risk making no progress and now you have a client with low patience, high anxiety and a growing invoice from you that they may very well dispute.

Or you can call in your “assistant” who will hopefully the bring the expertise needed, as well as additional resources to get the problem solved quickly. If he spends the next 4 hours, but actually gets the problem solved, this cost you $100 (plus you “lose” the 4 hours of billable time if you would have fixed it yourself). But your client is happy to have the problem resolved. Your client is also happy to have a consultant who has the resources to call in help when necessary and get the job done. And you’ve reinforced your relationship with your tech partner.

I’d say that’s a well-spent $100.

Other things that can come from a partnership with a larger IT Support Provider is that you can offer to refer business their way should a potential customer be too large for you to support, and they in turn can refer to you customers that don’t fit their desired profile. Many of my current customers have come from partners who felt they were “too small”.

Another excellent place to find assistance is through the very same channels you’d advertise your services. A quick web search through a local directory or CraigsList should turn up several progressive Independent or very small Support Providers in you immediate area. You could view these other providers as competition, or as potential allies. I prefer the latter. Contact those around you that appeal to your sense of professionalism and express your interest in meeting, to discuss a potential support relationship. Setting these meetings over coffee in the afternoon is often casual, relaxed and productive.

Be specific on expectations and put these specifications in a strong, non-compete agreement before getting started.

No technical problem is unsolvable. Every resource you need is out there. It’s up to the skills of the consultant to know where to go to find the solution.