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IT Specialists Should Study What their Niche Clients Do For instance, to reach small medical offices, get up to speed on the business issues that impact the decision makers in these small medical offices. Get subscriptions to industry publications, e-mail newsletters, and other industry publications that you know medical office managers are going to read. For instance: o Medical Economics o Financial Management Strategies o Medical Group Management Association publications These resources happen to be all U.S.-based, but there are others. The key thing is to start reading the publications so you understand whats keeping medical office managers up at night, whats driving their decisions, what their biggest points of pain are, what the biggest security issues are, and what the biggest IT issues are right now so you can become an IT specialist in their field. Learn What Solutions You Can Give Your Clients Find out how small medical offices are using technology to change the way they do business, to get reimbursed faster by insurance companies, to make scheduling more efficient, and to keep track of charts more effectively. Whatever industry it is (architects, graphic artists, veterinarians, etc.), make sure that you understand big picture trends that are going on right now. As an IT specialist, your prospects will expect you to be the expert. An IT Specialist is a Virtual CIO Then, when you go in to meet prospects, youre not just the consulting firm that sells PCs, or installs LANs, or fixes software problems. But youre a true virtual CIO. You can analyze their special business needs, make recommendations, create long-term planning strategies, put it all together and make it happen on-time and on-budget. IT Specialists Are Not Commodities When done right, youre not just the tech people. As an IT specialist, you understand your prospects business. And your prospects know that they are not going to spend six months training your firm because you can hit the ground running. It will be obvious youve worked with lots of other offices their size and youre definitely the right people for the job. Their only questions will be, So where do I sign? and When can you start? Spend Time Reading Your Clients Trade Publications Instead of just reading the consumer and IT trade publications to keep up from a techie perspective, make sure that you understand the business issues and specifically the business IT issues that impact the niche that youre targeting. You wont become an IT specialist in that industry by paying attention to general-interest publications like PC Magazine or CRN or conferences like COMDEX. Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance} |
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