7 Effective IT Consulting Strategies To Engage & Impress Clients

Knowledge of IT consulting is invaluable if you wish to start a consultancy business. Last year, the US IT consulting industry was worth over $700 billion.
IT consulting businesses can count themselves among those in luck. Industry growth has averaged 2.9% annually over the last 5 years. That means there are both competitors and opportunities for those in the field. To differentiate themselves from the pack, IT firms must offer exceptional value to clients, and identify new market opportunities to help businesses achieve their goals.
Here are 7 strategies for exceeding your client’s expectations as an IT consultant. Become their go-to source with these insider tips on how to engage and impress your clients.

1. Clearly state your value proposition

Consulting firms use value propositions as an explicit statement of intention. A value proposition serves as an overview of all of the benefits a business offers its clients and represents what it intends to offer going forward, whether it’s enhanced efficiency, more streamlined operations, a diversified workplace, or expansion strategies.
Your IT consulting service requires a unique selling proposition to differentiate it from competitors and offer clients something of real value. Your unique selling point might include affordability, industry sector knowledge, technical ability and software expertise that can improve the business’ digital operation. Your customers will appreciate knowing exactly what services and solutions are available, and your area of expertise.

2. Define and develop your niche

Once you’ve established your value proposition, the next step should be living up to it. That means having the necessary IT skills, experience, and background to deliver what has been promised, and ultimately increasing the worth of your offering in that particular niche.
Consultants who can consistently deliver results within their industry are in great demand among prospective clients, so you must establish yourself as an authority in that sector or technology. Once you have established your consulting niche, you must be aware of which market and industry will serve as your target clientele.
As a consultant, narrowing your target market can help you better understand the needs, challenges and pain points of your clients and how best to apply your skills and provide solutions. Networking events are a fantastic way to meet potential new clients or learn about what’s new within your industry.

3. Know the industry regulations

As an IT consultant, your responsibilities extend far beyond providing solutions involving technology. They also include understanding the laws and regulations surrounding it. You must ensure the businesses you work with comply alongside your own, while still delivering promising results for clients.
Attributable to technology-related businesses are numerous regulations such as the California Consumer Privacy Act (CCPA), and the Health Insurance Portability and Accountability Act (HIPAA). You must be familiar with both before proposing solutions that could compromise a business and put their industry or region at risk.
If your consulting services involve Healthcare Technology, or more specifically, Electronic Health Records systems (EHR), HIPAA and HITECH regulations are relevant. Furthermore, GDPR will affect how organisations gather and store client information.

4. Keep up with changing technology

Technology is constantly changing and developing. A solution that works today might become obsolete in a matter of months. Staying up-to-date with what’s new will give your company an advantage over competitors who need to catch up.
Failing to remain informed will only result in a loss of credibility for clients you advise, while competitors who stay ahead of evolving trends and are quick to implement new technologies may gain an edge.

5. Protect your reputation (and your clients)

Your client may prefer that their external consulting activities remain private, including the projects they’re involved in and clients they work with. In such a situation, be respectful and seek their permission before disclosing that they’ve worked with you. Ask what details can be disclosed publicly regarding your work with them.
Your business could be adversely impacted if information about clients and projects you’re working on is made public without explicit permission. While no risk management strategy can provide 100% protection from reputational threats, insurance offers an additional layer of defence for those looking for added safeguards.

6. Open and effective communication

Communication is at the core of success for any consulting firm. Make use of effective project management tools like Asana and Trello that allow team members to share daily updates and track their weekly progress. Furthermore, make sure meetings stay on track by having checkpoints to retain the focus.
Clients may only respond to your ads, emails and pitches if they know the exact services and pricing, especially if it is their first interaction with an external consultant. You can gain their trust by keeping communication channels open and discussing any concerns they might have.
Be proactive if your client is hesitating. If they take too long to respond to your proposal, reach out and tell them you are available to answer any queries they might have and provide clear contact details so they can reach out to you.

7. Request references

Seeking client references is a great way to bolster your authenticity and reputation, provided you respect their privacy. Be very clear regarding where this information will be available, who you expect to access or seek it, and the purpose of sharing. 
Referrals and case studies from well-established, powerful companies can increase the number of interested clients in the future. Be bold and seek permission after finishing projects that don’t involve sensitive issues. Do this immediately upon completion whilst you’re still at the top of the client’s mind.

Conclusion

IT consulting is expanding, and to stay ahead of your competition and grab your share, you must consistently show up for clients and provide them with the results they’re seeking. 
Whether it’s defining and developing your niche or expertise in a particular market, or seeking valuable references from reputable former clients, we’ve explored 7 of the most effective strategies for IT consultants to engage and impress their clients.