Software Consultancy Ingredients

A colleague recently blogged about “soft selling” which got me thinking about what makes a software consultancy successful. Here’s my view:

• Software Engineers - Ideally you need to staff your projects using a pyramid structure to ensure the client doesn’t faint at the price tag, the consultancy makes a profit, and the consultancy can actually hire appropriate people. You don’t need to staff every project with genius level software engineers.
• Sales - Make sure your sales staff knows what you they are selling. Ensure they are able to articulate your service to clients in a simple non-technical way. Ensure all you sales staff are consistent with what they are selling. Make sure you can delivery what you sold the client.
• Marketing - Make it a simple clear sell. Identify your differentiator and use it to your advantage
• Service Price - don’t price yourself out the market, be flexible, but remember your still have to make a profit at the end of the day
• Staff- try and hire employees who bring something to the “table”. Don’t hire staff for “pigeon hole” roles. A consultancy is only as good as its staff, so make sure your treat your staff fairly and they will respect and treat you likewise.
• Recruitment - finding employees who are in the top 1% of their field is going to take time, force you to incur a cost in terms of recruitment time, interview time and package. Consider other concepts such as hiring less senior “go getter” individuals who can be trained up.
• Back office - run a stream-line operation, use your revenue/profit wisely
• Delivery - be true to the client. Consider using agile methods, the client will love the benefits.
• Reputation - your company will live or die by its reputation.
• Management - if you’re new to running a company, consider hiring in a CEO or similar. Follow a tried and tested formula - buy a book from Amazon
• Account Managment - Treat the client with respect.
• Vision - have one, and use it in your marketing

~ by mdavey on February 17, 2006.