If so, then you must learn how to focus on your computer consulting firm’s profit and bottom line.

In this article, we’ll look at 7 profit secrets and strategies you can use in your computer consulting business, to ensure that you are able to balance your clients’ small business IT needs against your own computer consulting company’s profitability challenges.

Origins of Problem

While focusing on your computer consulting profits may sound simple enough at first glance, this business-focused discipline often eludes many a computer consulting firm.

This usually happens because many computer consulting business owners fall in love technology gadgetry, and get seduced by seemingly attractive reseller channel programs, at expense of their business’ profit.

At end of day however, your computer consulting company is a business... not a charity and not a hobby. And your computer consulting company must be run like a business.

Profit Secret #1: Show motivation with your small business computer consulting clients. To avoid being labeled as just another clueless geek, you need to position your computer consulting services to be more in line with those of a virtual CIO for hire. So always be on look out for new ways to enhance your clients' businesses... not just fix broken desktops and servers.

Profit Secret #2: Be dedicated to task and relentless in your pursuit to improve status quo. Because it takes a lot of work to land best computer consulting clients, you need to focus on lifetime customer value... not just one-shot-deal sales. So always remember that your proposed or recently implemented computer consulting technology solution isn't a one-shot deal. This kind of long-term vision and planning requires tremendous staying power and perseverance... which often escapes many computer consulting business owners.

Profit Secret #3: Don't be afraid to be creative with your client engagements. Small business technology solutions often need to stay within relatively modest budgets. And your computer consulting solutions must work without need for in-house IT staff. To satisfy these challenges, don't be afraid to think outside of box when appropriate.

Profit Secret #4: Evaluate how your clients' systems, both paper- and computer-based, function today. As part of your virtual CIO role, look at how these existing clients systems are meeting or not meeting present and future needs. Most of this work will be done during IT audits... another key computer consulting profit secret that can really help to separate you from pack of mediocrity.

But doing business with government is very different than typical business-to-business selling. Sales cycles are often much slower. There is a process that must be followed, and you'll face stiff competition from larger companies with more experience.

In fact, process can seem overwhelming, especially if you're just starting out, and you need to be prepared to spend a lot of time and effort before you start bringing in large contracts.

So how do you get your foot in door, start bringing in money NOW and cut down on your learning curve?

Start by selling to locally. Municipal agencies in your city, town or county government, such as water and sewer commissions, parking bureaus or even boards of education — regularly do business with small, local companies.

How to Get Started:

1. Who is your ideal client? Make a list of your local government agencies. Which ones might be interested in your product or services? Target top two or three agencies that you think will be most likely to need your products or services. Don't try to be all things to all people.

2. Find out what their needs are: Go to your local library and read newspaper archives. Attend a couple of city council meetings. What are issues they are faced with? What actions are they taking? How can your products or services help them to solve their problems? Knowing what their problems are and having an instant solution can go a long ways in getting you contract. 3. Find out who you need to see: Find out who is responsible for creating RFPs for agency. Who is in charge of purchasing? How do they prefer to be contacted? Get as much information as you can about process as well. 4. Determine your Price. Remember that local agencies are usually required to get three bids and take lowest one, so they can show that they're not wasting taxpayer's money. But…before you lowball yourself into losing money on deal, carefully look at each aspect of your bid. Make sure that you can live with amount you bid, because once accepted, it's very difficult to make changes later.