ce or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found toWhat is stopping you from reaching your goals, your dreams, the successes you deserve in life? All too often it is because the small business IT consultant just doesn’t do IT! Many consultants and owners of small business IT companies talk a great talk, and plan until they are blue face and then fail to execute. They fail to just get up and do IT!

There is a lot of money left on the table by many IT consulting companies who do not get up and recognize the opportunities that exist inside their existing client base. Who wins deals and has successful organizations? IT consultants who are in tune with the changing trends in the computer business, along with those who have the vision to identify the needs of their clients even before their clients really feel the pain of the way they do business today.

Another factor is that the ownership of the consulting firm does not reward the overachievers in their organization. These overachievers really give of themselves for their own success and that of their firm. These quality people come into the office early, work their lunch hours and stay late often see the driftwood of the company being treated exactly the same way they are. When this happens, the overachievers quickly take on the same character traits of the underachievers in a company. There is no motivation to excel and the corporate culture is seen as one of underachievement. The worst thing that will happen is that these same overachievers seek employment somewhere else where their skills are recognized and they become your competition.

One thing in my own business life that has gave me a competitive edge in what I do, and increased my productivity in a huge way, is that I use normally quiet hours to get work done. I recently read in Brian Tracy’s book “Get Rich Your Own Way” that if you get into the office an hour before everyone else, work through your lunch hour and stay one hour later you will have three times the productivity. The reason? All of those who just want to get by are not in the office yet. Just look at the expressway in the AM, for example. The roads are full of those who are just getting by. Overachievers get into work faster and get home faster because the roads are generally clear. The same is true for productivity—when the path is clear, more work gets done.

Business owners need to lead by example. Business owners in the information technology business need to always have their crystal balls tuned up to see the future, get up off their seats and get out and do IT. Too many times we see excuses like “That is the Service Business, and we have to live with this.” When your staff hears this kind of message they immediately see this as the way you do business and your company is immediately not doing IT. What can you do to reverse this way of thinking? Karl Bryan of Leader Global Consulting in Calgary, Alberta states “you will make ten times as much money being unique than being better”. With the trends in the IT service business being “lack of service” just taking care of your clients will make you unique. So why would you as an owner of a company settle for a comment like “that is the service industry?” It is time to get up and do IT! Give your clients the kind of service that will pleasantly surprise them and set your company apart.

The question to the owner of a small business computer consulting firm is this – do you want to know every single day how your clients see your service or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found to

ng firm does not reward the overachievers in their organization. These overachievers really give of themselves for their own success and that of their firm. These quality people come into the office early, work their lunch hours and stay late often see the driftwood of the company being treated exactly the same way they are. When this happens, the overachievers quickly take on the same character traits of the underachievers in a company. There is no motivation to excel and the corporate culture is seen as one of underachievement. The worst thing that will happen is that these same overachievers seek employment somewhere else where their skills are recognized and they become your competition.

One thing in my own business life that has gave me a competitive edge in what I do, and increased my productivity in a huge way, is that I use normally quiet hours to get work done. I recently read in Brian Tracy’s book “Get Rich Your Own Way” that if you get into the office an hour before everyone else, work through your lunch hour and stay one hour later you will have three times the productivity. The reason? All of those who just want to get by are not in the office yet. Just look at the expressway in the AM, for example. The roads are full of those who are just getting by. Overachievers get into work faster and get home faster because the roads are generally clear. The same is true for productivity—when the path is clear, more work gets done.

Business owners need to lead by example. Business owners in the information technology business need to always have their crystal balls tuned up to see the future, get up off their seats and get out and do IT. Too many times we see excuses like “That is the Service Business, and we have to live with this.” When your staff hears this kind of message they immediately see this as the way you do business and your company is immediately not doing IT. What can you do to reverse this way of thinking? Karl Bryan of Leader Global Consulting in Calgary, Alberta states “you will make ten times as much money being unique than being better”. With the trends in the IT service business being “lack of service” just taking care of your clients will make you unique. So why would you as an owner of a company settle for a comment like “that is the service industry?” It is time to get up and do IT! Give your clients the kind of service that will pleasantly surprise them and set your company apart.

The question to the owner of a small business computer consulting firm is this – do you want to know every single day how your clients see your service or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found to

get work done. I recently read in Brian Tracy’s book “Get Rich Your Own Way” that if you get into the office an hour before everyone else, work through your lunch hour and stay one hour later you will have three times the productivity. The reason? All of those who just want to get by are not in the office yet. Just look at the expressway in the AM, for example. The roads are full of those who are just getting by. Overachievers get into work faster and get home faster because the roads are generally clear. The same is true for productivity—when the path is clear, more work gets done.

Business owners need to lead by example. Business owners in the information technology business need to always have their crystal balls tuned up to see the future, get up off their seats and get out and do IT. Too many times we see excuses like “That is the Service Business, and we have to live with this.” When your staff hears this kind of message they immediately see this as the way you do business and your company is immediately not doing IT. What can you do to reverse this way of thinking? Karl Bryan of Leader Global Consulting in Calgary, Alberta states “you will make ten times as much money being unique than being better”. With the trends in the IT service business being “lack of service” just taking care of your clients will make you unique. So why would you as an owner of a company settle for a comment like “that is the service industry?” It is time to get up and do IT! Give your clients the kind of service that will pleasantly surprise them and set your company apart.

The question to the owner of a small business computer consulting firm is this – do you want to know every single day how your clients see your service or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found to

, and we have to live with this.” When your staff hears this kind of message they immediately see this as the way you do business and your company is immediately not doing IT. What can you do to reverse this way of thinking? Karl Bryan of Leader Global Consulting in Calgary, Alberta states “you will make ten times as much money being unique than being better”. With the trends in the IT service business being “lack of service” just taking care of your clients will make you unique. So why would you as an owner of a company settle for a comment like “that is the service industry?” It is time to get up and do IT! Give your clients the kind of service that will pleasantly surprise them and set your company apart.

The question to the owner of a small business computer consulting firm is this – do you want to know every single day how your clients see your service or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found to

ce or do you want to live in the dark assuming that you are doing a good job? You need to get out and do IT. Your business development people need to get out of the office and stop waiting for the phone to ring. The overachievers in your team are the ones who are never in your office because they are in constant contact with your client base ensuring that everything is going well. You can never touch your clients too much! It is important to follow up on service calls with your clients from the CEO to the receptionist. Now, the underachievers in your organization may view this as interfering in what they are doing or rather what they are not doing! When it is made clear that business development representatives and service people are expected to produce results, the underachievers in an organization immediately raise their guard because they will be found to be underperforming. The overachievers will embrace this challenge and actually assist you in information and lead gathering on what your clients want from your company.

Are you doing IT? Are you as the business owner of a small business computer consulting firm doing everything possible to allow your business to win, or are you a victim, blaming the market, blaming your vendors, blaming your clients, blaming anyone or are you responsible for the outcome of your business? Are you responsible for the positive impact in your business? As a business owner you must be an optimist! Sounds simple, yet it is human nature for people to have a negative approach on almost everything. What would happen to your business if you approached everything with a winning, positive attitude? Take responsibility for everything that happens in your business. Stop talking and planning-- do IT.