Making the Jump from Trusted Technology Advisor to “Embedded” Technology Advisor

Bob Godgart, Autotask Corporation

Much has been written and taught about the "holy grail" of IT service providers - to become your clients "Trusted Technology Advisor."

The goal is to move your status beyond being simply a vendor or supplier of the IT products and services that your clients require. Instead, you want to be positioned as a party to - and influencer over - your clients IT product and service purchasing decisions. It also means that even if you dont always walk out of those meetings as the primary supplier, you may have control over who does get the business... and an opportunity to manage the implementation.

While it is critical to earn the trust of your clients to provide them with the best advice on technology matters that impact their business, theres an equally-important and often over-looked aspect of this challenge. You need to "be there" when the decisions are being made... MORE >>

Ensuring a Successful Sales Warm-Up

Step 2 of the 7-Step Sales Process Rafael Sanguily, MSP University Most people make purchasing decisions based on emotion and use logic to justify that decision. Therefore, a strong and favorable first impression is vitally important in order to develop a foundation for successful sales engagements... MORE >>

How to Get Your Money Straight: Do It

Karl Palachuk, KPEnterprises Business Consulting I had another one of "those" conversations with a partner awhile back. His clients owe him money and won't pay it back. At least not quickly. Cash flow crunch.

"Other than that, hes a great client."

Wait. Stop. Other than not paying you he's a great client? Huh? MORE >>

Knowing Your Business Model is Key to Financial Success

Frank Coker, CEO, CoreConnex, Inc. Many vendors and industry pundits promote tools and business concepts as if all IT service companies and solution providers were all the same - as if their concepts for growing a profitable business would work equally well for all companies in the industry... MORE >>

How to Grow Product Sales to Increase Business Profitability

A recent study by Ryan Morris of IPED confirms IT solution providers who maintain a healthy balance of product sales along with their services are five times more profitable than those that focus primarily on service delivery... MORE >>

BDR Offers Resellers an Avenue for Expanding Business – Even as the Economy Contracts

A Zenith Infotech White Paper Over the past year or so, the economy has offered more than its share of challenges. How can resellers most effectively navigate the difficult economic waters? Although it may sound counterintui¬tive, they can do this by staying focused on profitable expansion, rather than on cutting and contracting... MORE >>