Develop skills for negotiation, decision-making, and other people-related processes within IT consulting.
Purpose
The importance for networking is imminent today. Networking will help to grow a business by connecting with people looking for the service you are offering. This will help to broaden a demographic and give the business the ability to collaborate with other businesses. Proper networking can increase the types of products that you may want to sell as well. Services or goods could be exchanged for other services that may be of benefit in growing a business of a small stature.
When it comes with to negotiation and persuasion, it is worth mentioning that the strategy “win-win” does not mean that you should give away your position but rather look for alternatives clients can commit to from their own situation. You, as a consultant, can help them arrive at a solution without giving away your bargaining position.
Assignment Instructions
You have just moved to a medium-sized city and are looking for clients. Through your networking efforts, you have met the owners of three businesses who have expressed an interest in having you help them as a consultant. You do not have a lot of detail about these businesses, but that can be an advantage, since you can use imagination and creativity to suggest potential technology and/or non-technology-based solutions. Some areas worth exploring include recognizing strategies to identify current and potential target markets, rationalizing new products and services that will bring additional value to the business as well as to the clientele, current or upcoming improvements in infrastructure, area demographics, educational and cultural preferences, and competition, to mention a few. Make sure to read The Selling Process, in the Assignment Requirements below.
The three potential client companies are:
Client No. 1 – A small bookstore would like to expand what it offers to customers.
Client No. 2 – A small sheet music store would like to expand its business.
Client No. 3 – A car detailing business would like to explore additional services for its customers.
Assignment Requirements
Content
The Selling Process
Choose just one of the clients above.
Write an introductory statement for this section, explaining the situation briefly. It is acceptable to invent a little more detail than what is provided above. Do not simply say you “chose scenario no. 3” – write as if the reader is unaware of the Assignment instructions.
Write a short paragraph for eachof the following steps in the selling process:
Identify potential targets – how would you determine the target customer? After thinking about the scenario, what target did you choose?
Product offering – After determining the target, what product or service did you choose, and why? (Note: it is recommended but does not have to be a technology-related product or service)
Competitive review – Explain any competition from other businesses that might make marketing your product or service difficult.
Sample Solution
