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The Oxford English Dictionary defines consulting as “the action of seeking information or advice from someone with expertise in a particular area.” In the IT industry, consulting goes one step further to provide customized solutions to customer-specific problems.
July 28, 2014
2 Min Read
By ConnectWise Guest Blog 1
The Oxford English Dictionary defines consulting as “the action of seeking information or advice from someone with expertise in a particular area.” In the IT industry, consulting goes one step further to provide customized solutions to customer-specific problems. This involves a process of discovery, as each company possesses unique characteristics that affect the nature, type and origin of the issues that need to be addressed.
Consulting has a unique window of influence with customers that becomes apparent by reviewing their system vulnerabilities and process deficiencies. Effective communication with the customer is imperative. Clearly defining engagements will help ensure appropriate expectations. With the nature of consulting being one-on-one intensive, the potential for relationship-building sets the stage for customer longevity and future sales opportunities.
Best Practice Concepts
There are five best practice concepts to consider when planning key consulting activities:
Know the Gap: The first key to consulting is taking the time to identify and confirm the gap between your customer’s needs and your services. Uncovering and documenting the gap ensures there are no surprises, and the value of the solution you provide is clearly stated and understood.
Clarify Success: Clearly define the targeted outcome and process for achieving it.
Understand the Business: Take time to build context for the customer, including the industry and customer culture/norms.
Focus on Value and Results: Even if the customer has no idea what it needs, always focus on where you can extract maximum value and never lose sight of the execution required for success.
Be Consistent but Flexible: Often, things change mid-engagement, so make sure you maintain focus and work with customers if they want to change the scope.
To learn more about how ConnectWise can help you better manage your consulting engagements, watch the interactive demo.
Craig Fulton is a senior business consultant for ConnectWise. Made for companies that sell, service and support technology, ConnectWise is the No. 1 business management platform worldwide. Monthly guest blogs such as this one are part of The VAR Guy's annual platinum sponsorship.
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