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How Professional Computer Consultants Migrate to Better Clients

Professional computer consultants know that the key to maintaining their business is finding the sweet spot clients. It’s tempting—and sometimes necessary—when you first start up, to take anything and everything. 

You also don’t want to tie all your efforts with one single client without hedging the risk that they might not need you one day. 

Consider these tips that professional computer consultants use to migrate into a better position:

Upsizing to Better Clients

If you are a consultant primarily working for residential consumers (B2C), home PC users, or home-based businesses, analyze these three metrics:

  • What percentage of monthly revenue comes from selling value-added IT services?

  • What percentage of monthly revenue comes from reselling products (hardware, software, and peripherals)?

  • How many of your clients do you service at least once per month?

Then, project out three months, six months, and one year to estimate your desired metric in each of those categories.

Post those goals on your office wall and measure your progress every month.

Downsizing to Better Clients

If you’re a full-time IT contractor, or a consultant with one major client that takes up more than 75% of your time, analyze these metrics:

  • How many independent revenue streams do you have?

  • What percentage of monthly revenue comes from your biggest client?

  • What percentage of monthly revenue comes from your three biggest clients?

Next, project out three months, six months, and one year to estimate your desired metric in each of those categories. Again, post those goals on your office wall and measure your progress every month. 

Professional computer consultants who are successful have found a way to position their services with the right client base. If you’ve managed to upsize or downsize to better clients, please share your secrets to success in the comments section below.

And to follow through on the tactics introduced in this post, especially if you also work with SaaS and IaaS clients, be sure to enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups.

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