| If you are trying to come up with a good Information | | | | contracts, you maximize your utilization rate while still |
| Technology business plan, you may be wondering | | | | having enough time to deal with client emergencies |
| about what your focus should be. Usually the top | | | | when they occur. |
| priority is creating a plan that will help you get great | | | | 2. Better Manage Emergencies. When you base your |
| clients, so you can effectively manage and grow your | | | | business model on support contracts, you can prioritize |
| business. | | | | your clients' emergencies. When you have a bunch of |
| Many Information Technology consultants make the | | | | clients all with emergencies at the same time, you can't |
| mistake of thinking they can just get by on one-shot | | | | be everywhere at once. You need to narrow down |
| deals and fly-by-night customers. But in reality, this type | | | | the list of who gets your immediate attention and who |
| of approach just leaves you frazzled and worried | | | | will need to wait. Basically, those people that have |
| about where you will get your next big project or next | | | | committed to you long term get the royal treatment |
| paycheck. You need to build a stable business based | | | | and those that do not have to accept that you will get |
| on on-going relationships with long-term clients that will | | | | to them when you have the time to spare. |
| pay you each and every month, and bring you | | | | 3. Force Customers and Clients to Make a Decision. |
| predictable service revenue. | | | | You need to base your Information Technology |
| The best plan for developing a strong Information | | | | business plan on support contracts in order to force |
| Technology business plan is to insist that every one of | | | | those you are serving to make an important decision - |
| your clients sign a support contract. The following 4 | | | | are they "in," or are they "out"? A solid plan based on |
| tips can help you understand how to build your | | | | long-term relationships with clients weeds out those |
| business plan on the solid foundation of support | | | | that are just testing the waters and are not serious |
| contracts. | | | | about working with you long-term. |
| | | | 4. Manage Expectations. A solid Information |
| 1. Support Contracts Are Key for the Busy Information | | | | Technology business plan based on support contracts |
| Technology Consultant. If you are like most IT | | | | also helps you manage your customers' and clients' |
| consultants, your time is incredibly valuable. When you | | | | expectations more effectively. Those that have a |
| choose to base your Information Technology business | | | | support contract know they are top priority ... and |
| plan on support contracts, you help better manage | | | | those that don't know you have clients with support |
| your time, particularly when you have many clients that | | | | contracts and that they are the ones that will be |
| all need service at once. When you insist upon support | | | | responded to first. |