barcode generator java source code High-Value IT Consulting: 12 Keys to a Thriving Practice in Software

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High-Value IT Consulting: 12 Keys to a Thriving Practice
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to work there, and by extension, those of us who did work there reminded each other in many and subtle ways that we were members of a special group, and being part of that group had a high value for us all We liked the firm, liked each other, and wanted to stay together Clients sometimes joined us for these Friday afternoon elbow-lifting sessions It had to rub off on our clients that the people who served them were a competent and cohesive team who took pride in their work work done on behalf of that client base, indeed, their organization How you do what you do is up to you The timeless business literature from all continents and all cultures consistently points out that high-achieving companies and individuals celebrate their successes and build belief in more success, higher goals, and greater expectations by rejoicing in the gains day in and day out Here are some approaches you may want to consider for celebrating successes on your engagements
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Talk and Learn about Achievement
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The first IT firm I belonged to, back in the 1980s, had policies and guidelines that encouraged the staff to absorb new knowledge and expanded beliefs, and to share the company s philosophy with others As a manager, I was instructed to ensure that my staff (and myself) used the professional development opportunities (and they were generous) for more than technical knowledge It was a far-sighted and wise policy, as some of the sessions I gained the most from were those that had, on the surface, the least to do with the day-to-day technical things I did, or supervised We had the freedom to know that something off-beat was not only okay in a seminar that took time away from work, but was encouraged Similarly, the company was generous in its incentives for its people to carry their message to other companies, again in ways that may have been unorthodox Earlier in this book, we talked about the ways you can communicate to clients with a subtle commercial message: seminar exhibits and presentations, speeches, guest articles, and so on You can do the same through your regular participation in a church group, service club, charity, or volunteer effort Participation in the
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community makes a statement about you, and by extension who you work for and what you do If you are reputable and honest, the company that employs you (or that you own) must be reputable and honest, and therefore the work they do must be the same At work, find ways to keep in touch with clients and prospects: Get to know something about them, within the bounds of what is reasonable for your level of acquaintance You need not know, nor should you know, the guarded details of their life Match what you have a reasonable right to know with what the person needs from time to time: a short letter or card if someone has done something noteworthy; condolences if a loss is widely known in the company or industry; articles or short pieces on things you know that interest the individual If you have a client newsletter paper or electronic ask permission to put specific individuals on it, and ensure it is published and sent regularly (but not so often that it is paper or junk mail or electronic spam) Within the bounds of what you feel is common sense, find a reason of common interest to call and talk, or to invite the person to a speech, dinner, lunch, or other special event you may be attending
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Reflect Well on Yourself and Your Firm
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A Canadian politician I know who, at the time of this writing, is leader of the Ontario Liberal Party reminds people in his party constantly that the reward of public office is the act of service itself, not the title or the proximity to power It certainly isn t the pay, compared with the IT sector You communicate more about your principles and ethics in how you live your life than in just about anything you can say or write Figure 16-1 represents the many ways that clients form an opinion about you, or decide to do business with you
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