tiny Business Consulting: Overcoming Unrealistic Expectations

If you’re original to runt business consulting, you may assume there is no such thing as a prospect or client being too fervent about jumping headfirst into a major IT project. Enthusiasm is a qualified thing when it comes to signing your firm’s miniature business consulting contract, just? Well, not always.

Manage Clients’ Optimism

Although hype isn’t exactly a sales obstacle, you need to manage client expectations regarding "unjustified" optimism at your earliest opportunity. During limited business consulting projects, there is often a need to combat hype with vertical industry software solutions.

Keeping Client’s Expectations Realistic

The little business owner or manager may return from a trade demonstrate with a fine glossy brochure (and mouse pad) for an industry-specific application. Since your itsy-bitsy business consulting client thinks the application is the best software since Lotus 1-2-3, he is ready to originate up his firm’s checkbook -- but wants to rush the application by the internal guru and your puny business consulting firm, first.

Although the ISV’s marketing literature and Web location seem quite professional, upon further investigation you learn this $5,000 per seat package is built on an MS-DOS-based Clipper database engine (circa 1991) .

The Bottom Line about slight Business Consulting

While your client might have been impressed initially with the demo at the trade display, you need to overcome the hype surrounding the application and establish your client from making a ample investment in an application that should’ve been retired or supplanted years ago. Otherwise, your prospect or client may raze up squandering scarce IT budgetary resources that could be better invested in the network solution that you’re recommending.

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