ABSTRACT
An understanding of how to find clients for your IT consulting business requires first of all an understanding of the nature of entrepreneurship.
To be a successful IT consultant means that you have to be highly capable in a number of different fields. Clearly you have to be an accomplished IT professional, but that’s not enough. You also have to be a perceptive marketing manager so that you can conceive of and execute a marketing strategy for your services. In addition you have to be capable of selling, which of course
is a quite different skill set to marketing.1 Once your business has begun to succeed then you will begin to employ others and you will need general management skills. Thus you need to have a plan as to how you are going to master marketing management, salesmanship, sales management, financial management and then general management. In fact quite a tall order! But in reality not necessarily as difficult as it may look.
