SolveForce is now beginning a new coast-to-coast marketing effort introducing new Telecom Consulting services in Atlanta, GA, Los Angeles, CA & Dallas, TX. This will be part of an ongoing marketing effort to offer Telecom Consulting services throughout the US.
Many consultants do lots of their own marketing. That’s how they get business. They’re out there writing articles, bidding on projects, attending conferences, and contributing as subject matter experts. They’re meeting new prospects constantly, and it’s common for clients to seek them out.
Good consultants aren’t looking to deploy a particular solution or make a sale. Typically they are subject matter experts hired to solve operational problems that incorporate but extend beyond communications strategies. Often their clients require solutions that integrate UC with network and enterprise application upgrades, overhauled staffing patterns, and new operational workflows.
When addressing potential UC solutions, “clients are somewhat conditioned to discount what a channel partner says because they know the partner’s goal is to make a sale,” not necessarily to address broader operational issues. But by presenting a UC solution system integrator as part of a larger plan, “they increase a client’s trust in their VAR.”
A client’s business requirements will often require hours—even days and weeks—for discovery. As Battles point out, consultants are hired to conduct in-depth discoveries “on a for-fee basis. A partner may do it, but they won’t get paid for it. Their hope is that the client will buy, and they’ll get paid off in the end.”
It’s a tremendous time-saver for a partner when a consultant gathers and filters the client’s various department-specific goals, complications (and opinions), then crystallizes the requirements.
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