News August 2010
There are hundreds of sources of small business advice out there to choose from. Smaller Software businesses must be sure that when looking for help and assistance in sales and marketing that time is taken to consider the following crucial points;
- Put your business in safe hands. As an owner and manager of a small software business you have had to work hard to get to where you are today. When looking for advice and guidance look for someone who has walked your walk. Look for a skilled and mature expert with over thirty years in the software industry and who knows the small business market inside out. WARNING Avoid generalists and academics too much theory can cause you headaches.
- Whilst you’re looking for experience also look for energy and, drive. Look for a consultant who will work for you enthusiastically to help improve your sales and marketing.
- If a consultant only works for owners of small software companies, you get to share in what works for their other clients and, equally important, what doesn't work.
- Make sure they’re cost effective and not just cheap! If a consultant understands the software industry and small businesses they will not need three or four days to familiarise themselves with your situation. They should be able to provide a thorough brief to scope their work and they should be able to spread the cost of improvement programmes over several months, you can start to experience the benefits of these services without it hurting your pocket!
- Look for a consultant who offers you personal attention. Make sure you are not “passed off” to a junior. Equally important be sure they’re not too busy to return your calls and emails promptly. If the consultant is unavailable can you be sure to speak to a person and not an answer phone.
- Don't just take their word for it; see what their clients have to say. Ask for testimonials and case studies, call and speak to their clients …
- Put them to the test; ask for a "free-no-obligation" consultation during which you can decide if they are the right person to help your business.
As a specialist Software Sales and Marketing Consultant with over 30 years experience in the software industry, Terry Forsey helps smaller software businesses plan and execute successful sales and marketing campaigns to achieve significant growth. In short to win more customers.
Terry Forsey Consultancy offers a range of high value fixed price services for small to medium-sized software companies that can help to boost sales and profitability.
Terry has worked closely since 2002 with Halcyon Software, initially to assist them with their Sales and Marketing and more recently as a Non-executive Director. Carole Chandler, Sales and Marketing Director, Halcyon Software, Peterborough had this to say of finding the right consultant for your business “Don’t just look for a sales and marketing consultant – think of far more than that. Working with a consultant with strong mentoring capabilities gives you the ability to drill down to the critical issues and explore inventive ways of enabling you to solve them. If you can do this you have a very powerful force on your side.“
Stephen Kellett, Managing Director, Software Verification, Cambridge agrees with this and added “A consultant should be a catalyst for change. We knew things needed changing but were unsure what needed changing and how we would change it. A good consultant can completely transform the way you look at sales and marketing.”
For smaller businesses struggling to implement a successful sales and marketing strategy and requiring some help to begin generating quality leads, please contact Terry for an initial Free No Obligation Consultation, please call 01536 771440 or visit www.terryforsey.com
