barcode generator java source code Refining Your Client Lists in Software

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Refining Your Client Lists
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Clients are one of your most important assets Does this mean that you should go after every client that wants to talk to you Of course not If you do, you ll end up spending a lot of time on unqualified pursuits that may lead nowhere Winning certain clients can also cause you to focus your resources on services that you might not want to deliver anymore Maintain a preferred client list that identifies the clients and opportunities that you want to pursue during the next period It is useful to break this list into priorities as well, and even to establish financial targets Figure 17-1 shows a template that can be used to track multiple opportunities for a given client A revenue target is also provided for each block of clients, reflecting the financial importance of that group
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Preferred client list
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Some criteria to consider when determining which clients to include on a preferred list are as follows: Industry Clients often want to hire consultants who bring solid industry experience and competitive information with them Do you want to focus on clients in specific industry groups Some common industry categories include financial, telecommunications, manufacturing, health care, government, retail, media, and entertainment Each of these can have subcategories as well For example, financial includes insurance, banking, and securities Client size Do you want to focus on clients who fit within an employee or revenue range For example, you may want to focus on small, medium, large, or multinational companies Maybe you want to focus a payroll application on companies with 10 100 employees Perhaps you want to focus on clients who have at least $1 billion of sales revenue per year in your local geographic area because they are likely to buy the services you are offering Vertical vs horizontal Do you want to focus on a vertical market, say, lawyers or doctors Or do you want to focus on an application that every business may want to use (eg, employee self-service benefits kiosk) Services You may want to focus on clients who are predominantly purchasing the services that you offer For example, retail stores may be looking for upgraded content management systems or point-of-sale applications Likelihood of closing a sale You may only want to include clients who have already purchased services from you, or those likely to close the deal within the next period for any number of reasons
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With the updated service offerings and the preferred client list, you are ready to assemble a road map for the future Figure 17-2 shows the table of contents for both a strategic and tactical plan Tactical plans are included in this road map for the next month, the next three months, and six months out New tactical plans can be swapped in on a regular
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Road maps
basis so that there is always this level of detail available to support the organization
Closing Perspective
The last few years have shown the importance of evolving a practice to align with a changing marketplace, while remaining consistent with the core values and vision of the business Every consulting organization has a reason for being Whether it is to be sold in the future, to go public, or simply to enjoy the consulting profession, articulating a vision to the entire organization is important for getting buy-in The consulting industry requires a significant amount of commitment from IT professionals, who are generally more than happy to invest their energy and personal time for the improvement of the organization Just be sure that you explain clearly, what s in it for them
Financial Management: The Bottom Line
Financial Management: The Bottom Line
inancial management describes a set of activities that are vital for both monitoring a practice s performance and ensuring its continued growth Financial management involves managing one or more profit and loss (P&L) centers for your organization It is essentially a continuous process cycle that includes establishing fees, setting expectations and standards with a client Practice management implications include invoicing, managing accounts payable and receivables, recognizing revenue, working with third parties, and implementing taxation strategies in the countries of business
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