Move Towards Your Computer Maintenance Agreement: Your Proving Ground Project
If you want to have a profitable computer consulting business that lasts for many years, you need to start thinking about getting every client on a computer maintenance agreement. But first you have to make absolutely sure that each client is a good fit for a long-term relationship.
Proving ground projects can really help you qualify your prospects and customers to see if they will make good clients.
Some Tips about Proving Ground Projects that lead to a Computer Maintenance Agreement
1. What is a proving ground project? A proving ground project is the first project computer consultants complete with a new customer that is not yet on a computer maintenance agreement. Its purpose is to help a consultant prove he/she is knowledgeable, dependable, easy to work with and provides a solution that’s a good value. Prospects and customers use proving ground projects to show they have reasonable expectations, a compatible personality type and will be willing to pay for services and potentially a computer maintenance agreement.
2. Watch carefully during proving ground projects for signs that things might not work out well with a longer-term relationship. You need to make sure you are watchful during the initial project with a new prospect or customer. If all goes well for you during this time, you could next be enjoying the benefits of an on-going computer maintenance agreement.
3. Red flags that signify a potentially BAD future client: constant mind changing; lateness for meetings, etc.; verbal abuse towards employees; a belief that the “rules” of your normal engagements do not apply to them.
If you want to have a successful computer maintenance agreement with each of your clients, you need to use your proving ground project to try out the relationship and make sure it’s going to work long term.
To learn more important information about the computer maintenance agreement, visit the attached link!
Submitted By: Joshua Feinberg