A presentation I delivered on 4th November, 2010 to the Thames Valley Small Business Specialist User Group. It looks at using Business Processes to build a scalable and successful IT Consultancy
A presentation I delivered on 4th November, 2010 to the Thames Valley Small Business Specialist User Group. It looks at using Business Processes to build a scalable and successful IT Consultancy Practice.
Richard Tubb firstname.lastname@example.org www.tubblog.co.uk www.twitter.com/tubblog www.linkedin.com/in/richardtubb netlink.trading www.facebook.com/tubblog
Who am I? Founded Netlink IT in 2003 “One Man Band” until 2007 Merged with JamesCash.co.uk in 2009 8 Members of Staff, 60+ Clients across UK email@example.com www.tubblog.co.uk www.twitter.com/tubblog www.linkedin.com/in/richardtubb
SBSC PAL FY11 I have been appointed Microsoft Small Business Specialist Partner Area Lead for Financial Year 2011 Work with the SBSC Community as the main points of contact with Microsoft. Report into Dell Quinn Two other PAL’s for UK are:- Guy Gregory The Final Step London Steve Wright BMS Leicester
The value of business systemisation for SMB IT Companies Working Title - “How to stop doing all the stuff you don’t want to do, won’t make you rich, and bores the living daylights out of you – and instead start becoming a business owner"
Documenting processes result in building a BUSINESS as opposed to OWNING A JOB
Micro IT Companies You are selling your time for money Only so many hours in the day for you to sell Life/Work Balance is often poor Sickness is a double stress Holidays are an inconvenience Unable to delegate any work Business simply doesn’t scale No efficiency
SMB IT Companies Key individuals (typically the owner) often hold key information Employees get stressed because they can’t do their jobs – people thrive on responsibility No exit strategy – selling the business without key individuals attached is difficult
Where to start? Simplest method can often be… Slow down… Write down… Share…
Example Administrative tasks are an easy win If you charge £60/hour for your time You spend an hour a month doing Business Bank Reconciliation The cost is £720/year for one single task Plus you went into business to be an IT Consultant, not an Accountant – Right?
Instead… Schedule 2 hours in your diary to do the next Business Bank Reconciliation Slow down – this is the last time you’ll ever do this task yourself… Document every step that you take to complete the task Next time, outsource the job for £7.50/hour to someone else to do on your behalf
Some other examples - Admin Producing a Weekly Financial Report Invoicing clients Chasing client payments Paying Suppliers Bills Filing VAT returns Ordering License Renewals Dealing with CV’s
It’s not just for Admin The next time you have to build a new PC for a client… How can you make the task repeatable by somebody else? Start by create a Checklist of the software that needs installing, and the settings that need configuring You’ll probably start to think about how you can speed the task up further… You may discover that creating a standard image using Acronis or ShadowProtect is the way forwards, and also makes documenting the process a whole lot easier…
Some other examples - Technical Setting up Windows Mobile Devices Archiving Outlook e-mails Installing a SSL Certificate Creating a Windows VPN Connection Building a new Domain PC Resizing Picture Image Files Sending large attachments via e-mail
Some other examples – Sales and Marketing Direct Mail Marketing Cold Calling Account Management – Inside Sales Public Relations – Press Releases Web-Site Updates
Benefits? Your time will be freed up to go and do fee earning work. You’ll have more energy because you won’t be doing the jobs you find a chore anymore. You’ll have taken the first step to building a company Business Operations Manual
Free Stuff Some documented processes for you to SWIPE Available as a Windows Live Sync Download Give me your business card and I’ll add you so you can download all the examples discussed Not got a business card? Two tips for you… Buy a ton of business cards and carry them EVERYWHERE Send me an e-mail at firstname.lastname@example.org instead
Does it work? In 2007 Netlink IT was a “one man band”
Does it work? In 2008 I documented all my administrative jobs and hired a Part-Time Administrative Assistant I also I documented all my client networks and sub-contracted technical work to trusted peers This made time for me to do Sales training, win more business, write blogs, garner positive PR and really get our name out there In 2008 Netlink IT became Microsoft Certified Partners
Does it work? In 2009 we merged with JamesCash.co.uk In January 2010, Microsoft announced us as their first Small Business Champions In October 2010, we were shortlisted for the Advantage West Midlands “Strategic Business Improvement” award In both 2009 and 2010 I was a speaker at the Microsoft Worldwide Partner Conference Now - World Domination more success is within our grasp!
Need convincing? “The E-Myth Revisited” by Michael Gerber Life Changing book If you do one thing… … Buy this book! All my recommended books at www.tubblog.co.uk
Which Tools can you use? Snagit (http://www.techsmith.com/screen-capture.asp)
Which Tools can you use? KeePass (http://keepass.info ) Start using separate passwords for ALL sites and clients – makes delegating any responsibilities much easier
Which Tools can you use? Get a CRM package to record client information We started with Results CRM (www.result-software.com) Case Study available at http://tinyurl.com/tubblog-resultscrm We now use ConnectWise PSA (www.connectwise.net)
Which Tools can you use? Sharing documents securely internally and externally is a must Well defined File Share is simple > Use a standard file naming convention Even better, use Sharepoint Microsoft BPOS – easy Sharepoint setup Microsoft Sharepoint – SBS
Which Tools can you use? Accredit UK Netlink IT became accredited in 2009 The accreditation process forces you to take a good look at your business and acknowledge and address weaknesses Prescriptive advice and guidance on how to document your business Help from a Business Consultant with creating your processes See http://tinyurl.com/tubblog-accredituk
Outsource Jobs Server Maintenance – Zenith Infotechhttp://www.zenithinfotech.com/ Call Answering – Moneypennyhttp://www.moneypenny.biz Administration – Virtual PA’s Web Site – Pronto Marketing http://www.prontomarketing.com Collaboration – Work with your SBSC Peers
Call to action Buy and read (or re-read!) E-Myth Revisited by Michael Gerber Visit my Windows Sync Mesh folder and S.W.I.P.E* our Work Instruction Template Schedule time in your Outlook Calendar to document one job you find a chore Delegate that job to someone else *Steal with Integrity and Pride from Everywhere