We are an IT company that does a lot of work for non-profit organizations and financial/accounting clients, but even though business is growing rapidly (We’ve doubled in size over the last two years), we have a couple of problems.
First, we have some difficulty convincing potential clients that what we do has value with respect to their businesses to the point that they will invest in a contract with us. This means to me that they do not believe our expertise adds any value to them. Whatever strategy we pursue must help us establish ourselves as experts and authorities in our field.
Second, our background is with nonprofit organizations, but we hope to expand beyond that sector. Limiting ourselves to our current industries puts a natural limit on how much we can grow.
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We need to start planning for the future now, and we cannot allow short-term problems to get in the way of our long-term view. Thus, my part of this assignment will be primarily focused on the long run. If by the time a business gets started, IT is but an afterthought, we have little chance to overcome the trend in the business world to underbudget and underprepare for IT costs, except after a major IT catastrophe happens within an organization or an industry. Therefore we must target people who are just getting businesses started or who are just getting started themselves in the workplace.
Connect with Canadian entrepreneurial organizations.
Our target market is small to medium sized businesses in our city and surrounding areas. To both prepare future business leaders and establish ourselves as experts in this field, we should hold workshops designed to show the sorts of options startup companies can face, and demonstrate how and under what circumstances hiring a company like ours to provide IT services makes sense.
Sponsor a nonprofit organization that helps develop Canadian youths.
Set up internship and other professional programs to help young Canadians build professional knowledge and expertise. By doing this, we will not only equip young Canadians to establish themselves in the workplace and achieve greater things in their own lives, but we also increase the mean intelligence of the marketplace and ensure those entering the workplace do so with full cognition of the IT challenges the companies they choose to work for can expect to face. Also establish a program to keep in contact with these individuals we’ve helped, track their progress in their careers, and if necessary, offer a helping hand.
Give guest lectures at one or several local business colleges.
Opportunities for topics include how IT outsourcing can improve the bottom line and help the environment. This is an important step for several reasons. First, of course it will, as the point before, help those entering the workplace come to know what to expect from an IT standpoint. Second, it keeps our company top-of-mind when either IT or green initiatives are started by a company anyone in the audience eventually works for are started.
Start a corporate blog.
This is, in part, an extension of the lectures mentioned above. The blog should expound on how IT services can help reduce the consumption of resources and helps our clients be more environmentally friendly. Doing this is not only good from a PR perspective, but it will appeal to a younger, more environmentally conscious audience. In addition, it positions the company well if and when the Canadian government passes environmental legislation that will be binding on our potential clients. This blog can help us as much as we want. If we want it to be a big part of our strategy, quality and consistency are key.
Whenever the marketplace doesn’t think it is worth to pay for IT services, they are either right or they are wrong. If they are wrong, then there is a bit of an education problem that might be exacerbated by how rapidly things change in the industry. To make sure we aren’t always chasing our tails, we must not only address the needs of right now, but we must also look to the horizon and start training the leaders of tomorrow to prepare them for the problems they will face. In the end, they will remember and appreciate that we helped them succeed, and one day we will no longer have to worry that clients don’t see the value in what we do.
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