I wanted to share a concept that those of you who have known me for a while have heard me preach over and over! That is, as an IT Solutions Provider, our job is to provide 3 things to our clients. Every solution or service we provide should allow the client to be more Efficient, Effective and Economical. (E3) If we are not accomplishing those things then we are a cost to the client and should not even be there.
So what does it mean when I say Efficient? It means that the solution or service should allow the client to reduce the time and effort it takes for them to accomplish their job. It really doesn’t matter what hardware or tools we suggest it is the end result that matters. Providing a vehicle the client can use to gain real advantage in their business.
Effective? To be effective the solution will need to be usable by all as well as reliable. It should increase the client’s ability to respond to their client’s needs and help deliver on their promises. Help them be more reactive and even proactive in their relationships with their customers.
Economical? Pretty self explanatory. By helping the client be more Efficient and Effective it can not help but drive dollars to the bottom line. Establishing a Life Cycle replacement program and developing realistic budgets that include growth. Basically all the things we talk about providing with our managed/consulting services.
I don’t want to stay on the soap box too long…. However, becoming that trusted advisor requires us to look at what, why and how we do things for our clients. It is no longer about “getting the sale” it is about gaining the trust. And deserving it.
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