Computer Consultants Secrets ™

Abaca Technology Corporation recently stated it would be starting a new partner program for solution providers – the Abaca Secure Partner Network.  Abaca, a leading innovator in email protection and security management create this program with multiple levels for solution providers, VARs and managed service providers and will finally expand its guarantee of 99 percent accuracy in email filtering and security to new groups.

Abaca’s new partner program will help grow businesses by increasing their margins on the company’s security appliance products and services.  The program will also make it possible for solution providers to offer Abaca’s famous “99 percent accuracy” guarantee for email filtering to their own customers.  

Features of the Solution Providers Program

1.    Resources that will help partners better sell and support products from Abaca.  

2.    Free training in sales and technology.

3.    Incentive programs for participants.

4.    Access to PartnerNet for solution providers.  This is a special online portal that allows partners to manage online sales, marketing efforts and technical resources.

Three Levels of Partnership

1.    Abaca Premier Partners is for solution providers with small-to-medium and large businesses.  At this level, partners work on market penetration and building revenue.  

2.    Abaca Preferred Partners is a level for solution providers that want to work with Abaca and its products to improve the changing security needs of their customers.

3.    Abaca Select Partners give customers email security solutions from the company and can have access to the many resources available on the Web by way of the Abaca PartnerNet system.

For more about this new solution providers program, visit the attached link.  

Submitted By:  Joshua Feinberg

Dell announced this year that it would be offering a new program for solution providers by the end of 2007, but many are doubtful Dell will be able to pull it together.  The following 10 items are what many believe Dell needs to do in order to fully serve its solution providers and succeed at this new initiative.

1.    Top management will have to really build and enforce a true solution providers channel plan.  Because of all the structural, business plan changes Dell has presented in the past few years, someone in charge needs to make a decision about what will happen.

2.    Dell must hire a top-level channel executive from outside the company to lead the channel program.  This will mean going outside its own company.

3.    Dell has to listen to solution providers and let their ideas inform the plan for the program as well as actually be willing to make necessary changes.  

4.    The business needs to appropriately pay sales people for channel sales and pay them more than for direct business.  Solution providers need encouragement.  

5.    The company needs to get out on the street and actually spend time working with solution providers rather than stand back from a distance and delegate.

6.    Having solution providers summits will be necessary in order for Dell to figure out who partners are and how they work.  Similarly, Dell’s top executives have to meet with solution providers regularly so they can build trust with solution providers and help them rethink the company.   

7.    Dell has to work on deal registration and build a program that will work – with a conflict resolution clause.  Solution providers need to know where they stand.  

8.    Solution providers involved in the program have to be able to make money along with Dell.  Dell needs to offer a good discount program as a reward for partnering and also give solution providers a reason to recommend Dell to their clients and customers

9.    The computer business needs to move quickly with plans for the new program.  Dell is already taking so long to put together its program that the skepticism among solution providers is only getting worse and will be a barrier for partnering in the future.    

10.    Top executives have to really lead the construction and enforcement of Dell’s new strategy and bring it to the table clearly for solution providers so they have confidence in the program and want to be involved.

For more information on this story for solution providers, visit the attached link. 

Blogged By:  Computer Consulting 101 Professional Kit

Solution providers are warning each other and advising everyone not to get quickly involved in the new SilverBack partner program from Dell.  Dell announced its new strategy to provide an organized partner program last summer and stated it would start to actively recruit more VARs.  However, solution providers have yet to get any concrete information from the computer business.  

Dell has and continues to state that it will be ready to offer its solution providers program by the end of 2007.  But the fact that the last six months have been marked by quiet and a decision by Dell to partner with SilverBack and EqualLogic (that have very formal channels) has been confusing.  

A partner of EqualLogic explained that he would be ready to de-partner from the organization immediately if Dell continues its silent treatment and does not offer specific information about plans for solution providers.  Many do not see how Dell will manage to completely change its mind about its notorious hatred of the channel and create a real partner program.  

However, while it has not been forthcoming about its plans for solution providers, Dell has been recruiting new VARs to resell Dell systems, though the contracts have put very serious restrictions on where products can be resold and to whom they can be resold.  Many solution providers say the contracts leave them no freedom to work within their own markets.  Also, others claim that Dell will not provide them with discounts beyond those that come standard with, for example, the Dell direct government price.  This means they will get no margin when they resell the products.    

Some optimistic solution providers and other industry experts state that very likely, Dell is quiet because it is carefully considering its move to the new business model, and trying to make sure that it proceeds cautiously and without destroying its progress and growth so far under the new regime.  

As Dell head honchos start to work on issues surrounding the programs for solution providers, many state that Dell’s Federal Government unit is doing a lot to build the new partner ideas.  This unit has a long history of channel partnership and is a great deal more experienced than Dell at creating good programs and relationships.  Some are optimistic that the unit’s involvement will help Dell overcome some issues with contracts that are creating concerns.

While solution providers believe a major shift in building relationships will have to take place with Dell or the channel program will not happen, others are still optimistic.

Blogged By:  Joshua Feinberg

A partner prospecting list is a great way to reach your partnering potential.  To do this, get a piece of paper and write down the next 12 months of the year.  Start with the month you are currently in and end 12 months from now.  Each month should have the following three items:

1.  A person’s name;

2. A company’s name;

3. The type of role they play.

If you already knew 12 people for partnering, you would definitely be doing it already, so you probably won’t find that many immediately.  But you probably know a couple people to fill the slots.  If you know three non-competing technology providers in your area that you’ve met at networking events, etc., you can plan to talk to them about partnering in the next few months.

How Do You Get More Partnering Slots Filled?

First you need to think about your business and your capabilities.  Where are the gaps within your services?  What have clients asked you for recently or do you expect they might ask you in the future that you may not be able to fulfill in house?  Write down the answers to these questions on your partnering sheet and look for appropriate people.  

Partner with Someone That Can Do What You Can’t

Do you need to look for someone for partnering purposes that has great wireless expertise?  Or do you need someone that goes beyond your “bread and butter” expertise and can do very high-end services like Citrix and terminal services?  Whatever your need or wherever you are lacking, you can find someone for partnering that can fill in the gaps and help you provide more comprehensive services to clients.

The Main Idea about Partnering

Whatever you need to enhance with your business, find 12 people that you can get together with one at a time over the next 12 months and talk about partnering relationships.

Added By:  Computer Consulting Kit

Oracle announced last week that it would be rolling out a program for VARs that work with the small business market.  Its new VARs order process will allow resellers to order directly through distributors without membership in its partner program.  This new idea is in part an attempt to help the company stay competitive with Microsoft.  
    
As part of this new program, VARs can sell Oracle products through any distributor attached to Oracle and can also get support and training through this distributor.  This process will eliminate all up-front fees and contracts.  

Now “remarketers” can just order Oracle These new VARs will be labeled “remarketers.”  Judson Athoff, vice president of global platform and distribution sales and the leader of the Oracle Technology SMB Program says this change is necessary in order to get at the low end of the market.    The company came about deciding on this “one-click” ordering program with the help of analysts that determined the company was losing business from small businesses because of the complexity of the ordering process.  
products through value-added distributors and better give Oracle solutions to small accounts without having to pay big-account prices for VARs programs.

Blogged By:  Computer Consulting Kit

Your first job with partnering is determining your strengths.  You need to know what you do best, what your store enjoys, what is financially possible and what you plan to do in the future.  You don’t want to engage in a partnering relationship with someone that might be your direct competitor either now or in the future.  

Determine Your Specialty

Whether your specialty is network consulting for small dental offices or document imaging solutions for law offices – or work in any other industry – you need to know your specialty.  Once you know what  you are best at doing, you can find the best partnering relationships with other non-competing area tech providers.  

No Partnering with Competitors

You can’t engage in partnering with competitors or you will be constantly afraid of taking each others prospects and clients.  When you are sure you are not competing, you will know your partnering companies will not steal your clients and vice versa.  

To make sure you are really non-competing, get past the business card speak.  Know what your partners do and make your own strengths clear beyond hardware, software, LANs and other services.  

Get Past Business Cards

Most people in the tech business say something similar on business cards, yellow pages and direct mil pieces.  All tech providers will list PC hardware, software and networking items.  You should not be partnering with a company unless you know what its core competency is.  What is the company’s real strength?  For what is the company known?  Why do customers choose this particular company?

Partners Should Have Different Niches

Look for very technical people, which means deeply niched IT consultants already established in the community.  You want to find consultants that don’t do what you do.  If your staff has good skills in terms of dedicated server installations but has a weakness in terms of Microsoft Exchange Server or SQL server or VPNs, look for consultants that would make for good partnering relationships that have these types of skills you don’t have.

Blogged By:  Joshua Feinberg

Recently, solution provider ArmorCore Technologies LLC announced a program for computer resellers looking to specialize in storage and security solutions.  The company stated it would recruit 30-40 storage and security computer resellers in the proceeding six months to help build the program and meet its quota for data recovery, data backup and security products.  

The company declared on June 14th that its computer reseller program would respond to the 22% - 28% expected growth in the storage and security market over the next five years.  The ArmorCore computer reseller program will also help respond to similar growth in the software and hardware industries.

Tom Kane, Jr., vice president of Channel Sales and Marketing for ArmorCore stated the computer reseller channel program is an attempt to respond to the demand for the company’s Total Data Protection solutions.  The small business market is changing quickly in terms of security and storage, and is looking for simpler solutions that were previously available and at more reasonable prices.

Companies and computer resellers that partner with ArmorCore can expect excellent security features from its products that will help position them to compete.  As part of this program, ArmorCore will help computer resellers through the sales process and provide the following resources:  all tools, documentation and support; education and information about data protection and security; suites of products that include data security, backup and recovery, storage, encryption, compliance and easy-to-install software.

Computer resellers looking for more information about this opportunity can visit the attached link.

Added By:  Computer Consulting 101 Professional Kit

On June 5th, solution provider company Marshal announced it would be included as part of CRN’s 2007 Emergency Technology List members.  The integrated email and Internet content security provider joins other companies offering great technology options for solution providers that helps build revenue and industry gains.  

Marshal offers many cutting-edge features for solution providers, including real-time content filtering, anti-malware and anti-data leakage security at the Internet, gateway perimeter and at the client site.  CRN’s 2007 survey that asked for the top reasons solution added Marshal’s and other companies’ technologies to their roster found most add it for the following reasons:  the technology is better than other options; the technology goes well with a solution provider’s existing products and services; the company offering the technology pays better attention to partners; the technology offers higher margins to customers and gives alternatives to other types of product choices and the emerging technology companies have better joint marketing programs.

A high percentage – 61% — of solution providers also  stated they planned to increase emerging technology vendors with which they partner within the next 12 months.  

According to CRN editors, the most successful solution providers are always on the lookout for new partners that believe in innovation.  The CRN Emerging Technology list offers them a good guide to finding prospective partners with a large number of new technologies.  

Vendors on the CRN Emerging Technology list must have working solution provider programs and formal guidelines for recruiting partners.  They also must show that their direct sales mix is trending downward and is evident in the company’s revenue history and channel strategy.

Atlanta, Georgia-based company Marshal is very excited to be among this list of those offering innovative services to solution providers and continues to be committed to excellence within the security solutions channel.  

Added By:  Computer Consulting 101 Professional Kit

Computer consultants in the United States and abroad are unlocking the limited potential of their businesses through the many tools found in the Computer Consulting Kit.  The Computer Consulting Kit offers details about marketing and sales strategies as well as practical templates for drafting important service agreements, rate cards and other means for tracking interactions with customers and clients.

The Computer Consulting Kit:  Castles Technology, LLC in Pennsylvania

Neal Castles is the owner of Castles Technology, Consulting LLC, an IT services business operating in Port Matilda, Pennsylvania.  He uses the resources in the Computer Consulting Kit to establish uniform procedures and policies for his business and increase his effectiveness at providing high quality services to clients.

“[With the help of the Computer Consulting Kit] I added new clients under service agreements to my business and brought in an additional $20,000. The Computer Consulting Kit helped me to organize my professional documentation in a coordinated and consistent manner so that I could effectively focus on serving my customers.”

To further help him serve each and every client and improve his own revenue, Neal also used the rate card structures and templates offered by the Computer Consulting Kit to value his services.  

From deciding on what to charge to offering a uniform rate card, the Kit was a tremendous help.  I appreciate the time, effort and passion that Joshua and his team have devoted to consultants like me who want to excel at computer consulting.”

The Bottom Line About the Computer Consulting Kit

Many computer consultants just like Neal Castles are enjoying the benefits of the Computer Consulting Kit and its presentation of business techniques that build revenue and earn better clients.  To get the competitive edge, look for helpful free tips along with the Computer Consulting Kit itself at the provided link.

Added By:  Joshua Feinberg

The two computer businesses, Compushare, Inc. and Computer Business Systems, Inc. announced they signed an agreement to merge their companies to expand their ability to deliver community banking services throughout the state of Illinois in the U.S.  Compushare is a company that provides solutions for community financial institutions and CBS is a service provider working with small banks to fulfill IT needs.

The financial details of this new merger within the computer business have not yet been stated, but the merger is the result of the need for consulting companies to respond to the demand for service by under-served banking associations and banking user groups.  Banks throughout the U.S. have expressed the need to outsource service providers that can help with technology integration and compliance issues and programs as part of their IT plan.

Many regulators and compliance officials continue to raise the requirements for technology management, particularly for smaller banks and have had a difficult time finding the right level of expertise.  The merger between these two computer businesses, Compushare and CBS will bring new levels of IT services to the table.

Compushare, based in Orange County, CA has merged previously with a direct competitor, Garrison Security Services of Austin TX.  The merger with CBS marks the third in two years as the business expands.

CBS welcomes this merger, stating the demand in the Chicagoland area has grown as compliance requirements on community banks has increased, and it is excited about having additional resources to meet the demands.

According to spokespeople, this merger in the computer business has been in the works for nearly three years.  

Added By:  Computer Consulting 101 Professional Kit

As an IT consultant, you want to seek out certain people for partnering as part of your IT marketing plan.  People in professions like accounting can make great partners; you might even be able to create a formal revenue sharing arrangement here your accountant would get financial rewards in connecting you with his/her clients.

Formal Revenue Sharing Ideas for IT Marketing

1.    A finder’s fee;

2.    A referral fee;

3.    Subcontracting you out;

4.    Bartering services.

Less formal ideas for IT marketing when partnering with your accountant or other professional contacts include a gift basket, sporting events tickets or a free lunch or dinner.  These ideas should be a part of any conscientious IT marketing budget.

Are Their Clients in Need of Your Services?

You need to see if your accountant gets questions from clients about IT services and how he/she handles them.  If your accountant responds, “We don’t really know where to send them,” then you have the perfect opportunity to propose an IT marketing idea that includes you.

You should discuss IT investments with your account and tell him/her what they can do for a business.  You can then have an educational seminar in your accountant’s office at a time of year that works for him/her (not at the height of tax season!), such as in the fall and late spring.

IT Marketing:  What is an Educational Seminar?

You and your accountant will co-sponsor the educational seminar and invite customers of yours and theirs to talk about how small businesses can better utilize accounting systems and protect them by putting better controls in place.  Your accountant can discuss accounting issues, and you would talk about the IT side of things.  The key is to get customers thinking about computers and how they can help a business.

Personal referrals are a necessary part of IT marketing plans.  In order to get more referrals, partner with people that have clients that ask them about other professional services like the ones you provide.  Get behind the people that help you get referrals and reward them when they help with your IT marketing.

Blogged By:  Computer Consulting Kit

Computer business innovator Red Hat, Inc. recently released information about its Enterprise Linux operating system.  The system has been selected by Nokia Corp.’s Networks Business as the primary operating system for platforms that are carrier grade.

These two companies will work together to design carrier-grade telecommunications products, and Red Hat will provide consulting, certification, training services and support as part of the partnership.  

The Networks Group is about to merge with Siemens AG to provide carrier-related services under the name Nokia Siemens Networks.  Whether or not Red Hat will transfer to the new organization is still unknown.

Red Hat announced last month that it would focus more strongly on telecommunications and was joining a European Commission project to create telecommunication service delivery platform standards.  VP of worldwide marketing and general manager of Red Hat’s product division stated that the next set of delivery services would be based around some of the concepts of open source.

Earlier in November the computer business Red Hat stated that 29 telecommunications independent software vendors had become a part of the telecommunications partner program within the past six months.

Added By:  Computer Consulting 101

Solution provider Skillweb recently announced it would complete its end-to-end supply chain solutions by acquiring DISTRiX, a warehouse mnagement and ERP solutions vendor.  Previously, Skillweb was known for providing mobile computer solutions for logistics and supply chain operations.  DISTRiX’s applications include warehouse management, inventory management, field service automation, bench repair/maintenance, processing of orders, relationship management with customers and many others.  The hiring and assembly line management function of DISTRiX will be added to solution provider Skillweb’s superior delivery and navigation systems by December, 2006.  

DISTRiX has proven steadily that its applications are perfect for high-volume businesses.  The warehouse module used by the company will help Skillweb deliver optimized solutions in warehouses and distribution centers.  DISTRiX will also bring prestigious clients to the solution provider, such as Pentax, Disruptive & Gear4 and many others and will be able to offer even higher levels of service to help companies remain competitive in the marketplace.  

Solution provider Skillweb has built a new development center for former DISTRiX employees and is planning new workshops, computer rooms and a demonstration area that will be built into its headquarters in the United Kingdom.

Workshops will include top-of-the-line repair services for clients’ mobile devices that employ the managed services of Skillweb.  Company spokespeople state that this new partnership of the two unique solution providers will help clients better handle delivery monitoring and offer a complete solution from the beginning to the end of the manufacturing, sales and distribution process.

Added By:  Computer Consulting 101 Professional Kit

Business partnerships are well worth pursuing  There are some things to watch out for though, when it comes to forming business partnerships.  Here are some common issues and concerns that arise.

Tips For Business Partnerships

• Make sure you form business partnerships with companies that do not compete with you on any level.  Look at their business card, marketing collateral, websites, etc.. and talk to their references to confirm.

• Always initiate a non-disclosure agreement and a non-compete agreement with companies you enter into a business partnership with. Have these agreements reviewed by your attorney.

• Make sure your clients are very seriously committed to the project before you waste your time, and your potential partner’s time.  You don’t want to be forming business partnerships and having them quote on jobs or do exploratory work, only to find out the client wasn’t that serious.

• Qualify your client’s budget, timeline, and urgency before soliciting a business partnership.  

• Discuss the nature of the relationship and the specifics of the business partnerships at the outset.  At a minimum, you need to decide whether work is on an informal referral basis, whether there will be revenue sharing, whether the relationship will be master-subcontractor, who’s going to be the lead on the account, and who owns the account.  

• Don’t assume that your partner understands the concept of small business virtual IT.  You may need to spend a few minutes educating them and actively managing all the relationships.

• You have to manage the relationship between your client and your business partner as a diplomat. Your role is to shield your partner and your client from things that are outside of their comfort zone.  

• You will also need to act as a translator when you enter a business partnership.  Your client and your partner may not talk the same language (business language, not French versus English) so you will be the switchboard.  You must coordinate the whole process.   

Bottom Line on Business Partnerships
As a virtual CIO, when you enter into a business partnership you become the manager of the project your partner is working on for your client.  You need to have clear guidelines set with your business partner, and you also need to make sure that the processes done through your business partnership are of the same high quality you would do yourself.  Your role is mainly as liaison, making sure the project is completed to everyone’s satisfaction.

In this article, you’ve been introduced to Business Partnerships. To learn more about how you can improve your knowledge about Business Partnerships, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Business partnerships are a great way to start a mutually advantageous relationship.  Soliciting a business partnership can be intimidating at first.  Should you make a phone call, send an email, write a letter, etc…?  

We have used all of these techniques to solicit business partnerships, but we tend to like letters.  Many new computer consultants have asked us for a sample letter that they can adapt when introducing themselves to a niche technology provider they would like to enter into a business partnership with.  

We have put together a short, to-the-point template that can either go in a letter or email to a business partnership lead. Here is that text for a Mass 90 expert:

Subject Line
We’re looking for a great Mass 90 technology provider to partner with.  May use a "Mass 90 guru" to partner with, or something like that.  

Body of Business Partnership Letter
Dear ____________,
Hi.  My name is Bob from ABC Computer Consulting and we do xxxxxxxxxxxx.  Right now I’m looking for someone to partner with who is a real pro at Mass 90 integration with host space systems.  I found you through [or I was referred to you by] and as you read this, we have an active project where we need someone with your background.  We also have a number of similar clients who might need your services in the real near future.  

If you’re interested in working with us on this project and related future projects, please give me a call at __________ or email me at _____________ by ___________(date). Generally, the best time to reach me by phone is ______.  

I look forward to hearing from you.  

P.S. Text
Add your company Web site so the person you want a business partnership with can do some research on your company before he/she calls you.

Bottom Line on Business Partnerships
Business partnerships are an exciting development for your growing computer consulting business.  In order to solicit the best business partnerships, an introductory letter or email is a great technique.  Adapt the sample letter above when you are ready to approach a company for a business partnership.

In this article, you’ve been introduced to Business Partnerships. To learn more about how you can improve your knowledge about Business Partnerships, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Business referrals are a critical aspect of a successful IT Consulting business.  The question is though, "How do you get set up for business referrals?"  IT Consultants who are in the know, use their network to get the referrals they need.

Business Referral Sources
Some of the best business referrals come from niche technology providers.  The providers who don’t do virtual IT services and are limited in scope.  Their clients are likely part of your sweet spot and if they are already dealing with an IT professional, their budgets are likely big enough to afford your rates.

Accountants are another great source of business referrals.  Ask them directly whether they know anyone who is having trouble with their computer network.  This way the business referrals you get will be clients who have networks.  They therefore have potential to become long term clients.  

IT providers that just do S-90 support are another source of great business referrals. So are those specializing in Great Plains, Mast 90, Sales Logic or high end client server packages.  If you meet someone at a business organization, a networking organization, an IT group, or a vendor group who fits this profile make sure and get them into your personal network.  The type and number of business referrals from these kinds of businesses are huge.

You can consider offering an incentive to these business referral sources to share revenues.  The relationship is then mutually advantageous. You might even go so far as to formalize your business referral arrangement and create a partnership of sorts.

The Bottom Line on Business Referrals
Business referrals are a foundation of successful computer consulting firms.  The best and most direct way to get high quality business referrals is to form relationships with niche technology providers as well as accountants.  These people deal with clients who are in your sweet spot and the likelihood of converting them to your clients as well, is quite high.  

In this article, you’ve been introduced to business referrals. To learn more about how you can improve your knowledge about business referrals, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

To grow your business, you need help. By adding more people to your team, you can generate more profit. 

Read on to see how adding manpower benefited his business. 

"We increased our turnover and profit by over 100%, and went from a staff of 1 to a company with 6 staff. I realised that I needed to put on more technicians to cover the demand. So I needed systems in place.  The Computer Consulting Kit assisted me in getting the contract agreement in place, then the SLA (service level agreement) in place. From there, we were able to follow the systems, not my daily verbal requests to my staff. This yielded me $200,000."

Rob Morgan, Proactive I.T. Consultants
Austinmer, New South Wales, Australia

The Bottom Line about Partnering

To learn more about partnering, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

To grow your business, you need to have trusted help that can give good service to your customers. Find the right people, and raise your IT consulting profits by partnering and subcontracting.

Read on to see what one of our computer consultants implemented and how it worked for him.

"This year I began offering weekly scheduled appointments to clients and pushing to fill my schedule with these appointments only with clients who pay in a timely manner. Then I use a contractor to care for the other call-based clients. I’m currently working to hire the contractor to be a full time employee and then fill his schedule with Sweet Spot Clients. Then I’ll hire another contractor to take care of the call-based clients. Then grow from there. The Computer Consulting Kit taught me about Sweet Spot Clients and how to target them, earning me an additional $10,000."

Clint Swiney, ExperTech
Grand Prairie, Texas

The Bottom Line about Partnering

To learn more about partnering, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

When partnering in your computer consulting business, you are typically working with other non-competing technology providers, and deeply-niched specialists (like someone who does nothing but medical office systems, or is the region’s be-all, end-all expert on ACT!).

If you are like most computer consultants, you are a generalist and can benefit from partnering with specialists.

Consultants often like to hire contractors to add talent to their team without the fixed overhead burdens of salaries and benefits. Subcontractors, like partners, are often brought in for specialty, occasional needs.

Some consultants bring on subcontractors for added workload capacity. But contractors are usually brought on for tasks outside of their company’s core competencies.

Read on to see how one of our computer consultants grew his business last year:

"I began to partner with network and integration companies (I do custom applications development). The section of the Computer Consulting Kit on partnering discussed the importance of partnering with COMPANIES that are large enough to have CLIENTS that are large enough to afford custom development."

Mark LaGrange, Balance Point Information Systems
Houston, Texas

The Bottom Line about Partnering

To learn more about partnering and subcontracting, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

As their IT consultant, your small business prospects and clients will need you to explain the different network cabling options available to them.

Traditional Wired Ethernet (Category 5)

Until very recently, Category 5 data cabling was the de facto standard for both enterprise and small business LANs. Today, you’ll find some enhancements available to Category 5 cabling, as well as booming interest in wireless Ethernet solutions. 

If your computer consulting firm won’t be installing Category 5 network cabling for your small business clients’ networks, get an estimate from a local data cabling vendor that can install certified cabling runs to each office or desk.

Ensure the Network Cabling Job is Completed "To Spec"

Most reputable Category 5 cable installers will be able to provide you with hard copy reports of Category 5 certification tests, your assurance that the job was completed "to spec" — making for a much more reliable networking experience.

The Ethernet Hub and Network Card

To string together a traditional wired Ethernet network based on Category 5 network cabling, your clients will simply need to purchase a 10/100Mbps Ethernet hub or switch, and a 10/100Mbps network card for each PC.

These are very mature, inexpensive products and great for creating inexpensive, high performance small business networks.
Wireless Ethernet Based on 802.11b (11Mbps)

802.11b wireless is also a relatively mature standard that provides up to 11Mbps Ethernet service.  Although wireless networking hardware is more expensive than comparable wired Ethernet equipment, your clients will save on the installation costs of Category 5 data network cabling.

It could very well be break-even cost-wise and there’s no need to drill holes in your clients’ office walls or in the baseboard.

Drawbacks to Wireless Ethernet

First, since the standards between different 802.11b-compatibile products are still relatively new, you can sometimes experience great difficulty in trying to connect 802.11b products from different vendors. If possible, stick with the same 802.11b hardware vendor across the board.

Second, security standards are still evolving. The wireless encryption protocol (WEP) that 802.11b products use is widely known to be "easily" hack-able.  Just be sure that your clients are aware of the security limitations before they commit to wireless Ethernet.

The Bottom Line About Network Cabling

Even if your computer consulting firm doesn’t handle Category 5 and other kinds of network cabling work, you need to be involved in the design specifications and supervision of network cabling.  For assistance working with data cabling companies, see Partnering with Other Computer Consultants  and Subcontracting Success  both available for immediate download.

In this article, you’ve been introduced to network cabling. To learn more about network cabling click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.