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
part one of this blog series,
I explained why the sequence
matters to build a relationship with the client as a trusted contractor. Step one was cost benefit analysis and
getting your client a proposal so that management can perform the Benefit >
part two of this blog series, 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. Get them plenty of facts, cut
sheets and plans for the project.
the final part of this series, I explain step three—when the client issues the
order and signs the contract. This is also the time when someone from the
client’s organization or someone representing the client wants to verify the
investment value. Be prepared for this and you will succeed.
CLICK TO TWEET: Read part 3 of Craig Thomasmeyer's blog: 3 Steps to Success as a Trusted Contractor.
outsider may not know all the details or even know IT (i.e., the client’s purchasing
department) but they need to assure that the client is getting a fair price.
It's not an unreasonable request, but you should be prepared to explain everything
a contractor appears at this stage, don’t be offended. Take this in stride and
be sure to lock up your preferred pricing by registering with CommScope. All
manufacturers want to protect those who promote their solutions.
sure you emphasize your technical design, the project management team, and the
installation crew. The rubber is nearing the road, and your IT client wants a
successful and timely completion of the project. Assure them of your ability to
meet their demands.
the client just needs a reference point -- a way to compare total cost. This can
often just be a past project or past proposal that was competitively won.
Again, your IT client wants you to win this work. We all just need to satisfy
this third party.
Return of the
that your relationship with the client has been established, you are a trusted
contractor and the IT team wants you to do this project. I don’t expect to hard
close my clients, but I do want them to know we offer the best products, the
best service and that we are reliable and professional.
have often stated we are in the IT services business.
product we deliver as a contractor is chiefly service. While manufacturers can
win with the unique features of their solutions, the contractor is now at the
point of delivering services.
upon your position of reliability and professionalism. You have done all that
you can do. You don’t own the step of issuing the order. The problem has been
solved, you have delivered the technical details, and now have demonstrated a fair
price and professional service.
one can ask more of you. We own the process, but we don’t own the final
decision. Work the process in sequence, work it diligently and work towards you
client’s best interests.
“lies at the intersection of preparation and hard work” - Seneca