Jola Cloud Solutions' Blog

5 tips for generating high quality IT contracts

Q. When is an organisation absolutely, definitely in the market for a complete IT overhaul?
A. When they are moving into a new building

There are hundreds of construction consultants in the UK ranging from huge international companies like Capita and Mott Mac to small local businesses. Often they are given the task not only of overseeing the construction and fit-out of a building but also making sure utilities and IT infrastructure are ready to go when the client moves in. They are a remarkably un-tapped resource for IT companies and here are 5 ways to help you engage successfully with them.

1. Most obviously, pick those companies that don’t already have a division they are obliged to give first refusal on the project. For example, mainly through acquisition, Capita have several telecommunications, network and IT management companies in their group purchased for the sole reason of capitalising on such synergies. You will struggle to break in there.

2. Start with the site itself. Most IT companies are very parocial so find a local new-build and get the number of the construction consultant (usually on the hoarding).

3. The decision maker is usually the designer in charge of the project (not the Director), find them on LinkedIn and get in touch. This is best done via someone in their immediate network that you also know. Email or call your contact direct and see if they will introduce you to the designer.

4. Construction consultants rarely work on a finders fee or commission. They are looking for someone reliable to give them good technical advice and manage a side of the project for them where they usually have little experience. You don’t need to go in with a hard sales pitch or offers of money. Talk to them about their problems and needs in this area and gain their trust.

5. Offer the whole voice and data solution. These guys don’t want to have to work with several partners potentially in conflict. If you don’t have expertise in the connectivity and voice then partner with someone knowledgable that you can trust. This way you can be the one point of contact the construction consultant needs and earn some healthy monthly commissions at the same time.

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