Knowledge of IT consulting is very important when starting a consulting business. Last year, the value of the US IT consulting industry exceeded $ 700 billion.
IT consulting company is one of the lucky ones. Over the past five years, industry growth has averaged 2.9% per year. This means that there are both competitors and opportunities in this space. To stand out from the crowd, IT companies must provide exceptional value to their customers and identify new market opportunities that help the company achieve its goals.
Here are seven strategies for exceeding your client’s expectations as an IT consultant. Become your customers’ go-to person with insider tips on how to engage and impress your customers.
1. Clearly state your value proposition
Consulting firms use value propositions as explicit statements of intent. A value proposition serves as an overview of all the benefits a company offers to its customers and represents what the company plans to offer in the future, such as increased efficiency, leaner business operations, workplace diversity, and expansion strategies.
Your IT consulting services need a unique selling point to stand out from your competitors and provide real added value to your customers. Your unique selling points may include affordability, industry knowledge, technical skills, and software expertise that can improve your company’s digital operations. Your customers will appreciate knowing exactly what services and solutions are available and your areas of expertise.
2. Define and develop your niche
Once you have established your value proposition, the next step is to realise it. This means having the necessary IT skills, experience and background to deliver what is promised and ultimately increase the value of your services in that specific field.
Consultants who can consistently deliver results in the industry will be in high demand among potential clients. Therefore, you need to position yourself as an authority in that field or technology. Once you have established your consulting specialisation, you need to clarify which markets and industries you want to target.
As a consultant, narrowing down your target market helps you better understand your clients’ needs, challenges, and problems, and how to best utilize your skills to provide solutions. Networking events are a great way to meet potential new customers and learn about the latest in the industry.
3. Know your industry regulations
As an IT consultant, your responsibility goes far beyond delivering technical solutions. It also includes understanding the relevant laws and regulations. You need to ensure that the companies you work with have the same requirements as you, while delivering promising results to your clients.
Technology companies are subject to numerous regulations, including the California Consumer Privacy Act (CCPA) and the Health Insurance Portability and Accountability Act (HIPAA). You should know both before proposing solutions that could put your company, its industry, or region at risk.
When consulting services involve health technology, specifically electronic health records (EHR), HIPAA and HITECH regulations are relevant. Additionally, GDPR impacts how companies collect and store customer information.
4. Keep up with changing technology
Technology is always changing and evolving. Solutions that work today can become obsolete within a few months. Staying up to date with the latest news will give your business an advantage over competitors who need to keep up.
Without information, you will simply lose the trust of the clients you advise, but competitors who stay ahead of evolving trends and quickly adopt new technologies may have an advantage.
5. Protect your reputation (and that of your clients)
Your clients want to keep their outside consulting activities private, including the projects they work on and the clients they work with. You may be thinking. In these situations, be respectful and ask for permission before revealing that the other person collaborated with you. Ask what details about your work with them you would be willing to share publicly.
Your business could be affected if information about your clients or the projects you’re working on is published without their explicit permission. While no risk management strategy can provide 100% protection against reputational damage, insurance provides an additional layer of defense for those seeking additional protection.
6. Open and Effective Communication
Communication is at the heart of the success of any consulting firm. Effective project management tools like Asana and Trello allow team members to share daily updates and track weekly progress. Plus, keep your meetings on track by setting checkpoints to help you stay focused.
Customers may not respond to advertisements, emails, or proposals unless they know the exact services and prices, especially if this is their first interaction with an external consultant. Gain trust by keeping communication channels open and discussing concerns.
If your customers are hesitant, be proactive. If it takes too long to respond to your proposal, let them know you’re available to answer any questions they may have and provide clear contact information so they can get in touch.
7. Request References
Obtaining customer references is a great way to strengthen your credibility and reputation, as long as you respect their privacy. Be clear about where this information is available, who will access or search it, and for what purposes it will be shared.
Recommendations and case studies from established, high-performing companies can increase the number of interested customers in the future. Be bold and ask for permission after completing a project that does not involve sensitive topics. Do this immediately after completion, while still in the customer’s mind.
Summary
IT consulting is expanding. To stay ahead of your competitors and secure market share, you need to stay close to your customers and deliver the results they want.
Whether it’s defining and developing a niche or expertise in a particular market, or gaining valuable references from reputable former clients, we help IT consultants engage with clients and make a positive impression. We’ve reviewed the seven most effective strategies for.
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