The following has been submitted as a guest post to CommScope Blogs by Craig
Thomasmeyer, executive vice president
at Miller Information Systems, a member of CommScope’s PartnerPRO
Network and provider of IT networking solutions in the Pittsburgh, PA,
Cleveland, OH and Columbus, OH areas.Opinions and comments provided in this guest
post, as with all posts to CommScope Blogs, are that of the author and do not
necessarily reflect the views of CommScope.)
Business 101 for trusted contractors is knowing
what your client wants, and why you are calling them. Do they have a need or a
problem to solve? You can solve the problem, but make sure you do so in the
right order. I explained why the sequence matters and builds a relationship
with the client as a trusted contractor in part 1 of this blog series.
CLICK TO TWEET: Read part 2 of Craig Thomasmeyer's blog series: 3 steps to success as a trusted contractor.
first step is a cost-benefit
analysis and getting your client a cost (proposal) so that their management can
perform the benefit > cost
equation. In this blog, I explain the second step. Suppose the
client returns to ask for further details and a technical design to confirm
that your proposal is going to work and solve their problem or data technology
need. For trusted contractors
and especially premier members of CommScope’s PartnerPRO Network,
this is an easy step, but one that cannot be taken lightly.
performance and reliability boxes
sure to get engineers and project managers involved and use the resources
available on CommScope’s website such as white papers and technical data
sheets. These are necessary because it will help you meet your client’s needs.
Keep the salesman
often said to clients, “Technology is a balance between performance and
budget,” to help them understand that we can deliver tremendous speed to their
data network, especially if the budget is unlimited. We all know that such
budgets are rarely available. We usually need to balance the budget and the
best performance that we can offer within that budget. Assure the clients that
as a trusted contractor you can meet the technical details of their data
can take the form of reviewing what cabling best fits their needs:
- Single mode vs multi-mode
- OM3 vs OM4 fiber optic cable
is also the time to find out if the color of the cable matters, how that
impacts the price and whether that color is in stock.
you should confirm the installation schedule and completion dates. You might find
out that weekend work is required for certain production lines.
That’s when you need to win the support of factory floor
managers. Work this step as if you have the order, finalizing all parts and
scheduling for start and end dates.
modification to your proposal may be necessary. A pricing change is not a deal
breaker, so get it in there now. Tell the client you want to avoid change
orders if possible.
technical review time can also result in additions to the Statement of Work and
added investment value as other departments ask for more work. This is a good
technical review step can often take longer than the first step of initial
proposal. Embrace this, because you are building a relationship with your
client and your role as a trusted partner.
my next blog, I will explain step three – order received.