In this time of IT security concerns and the variable quality of projects delivered by many in the technology space, established independent IT companies have many opportunities to rapidly grow.
This is particularly the case when they become the preferred partners for larger clients.
The larger and high-margin budgets that corporate clients provide can have a transformative impact on IT firms that are focused on delivering robust tech solutions combined with quality customer service.
However, there is a caveat.
The chances are corporate clients will not ‘find’ your IT company by chance and proactively seek you out when they have the need. Every market is highly competitive and so too is the market for delivering IT services and solutions to corporate clients.
The good news for savvy owners and directors of independent IT companies and consultancies is that many of their competitors are not great – or active – marketers and, as a result, aren’t on the radar of corporate prospects.
So what can you do to attract larger clients?
Here are six strategies that you can implement now to win larger, corporate clients in the next 90 days and beyond:
1. Build a Strong Online Presence
Independent IT companies can build a strong online presence by creating a professional website that showcases their services and expertise. They can also leverage social media channels to engage with potential clients and demonstrate their thought leadership.
2. Leverage Referrals
Referrals can be a powerful way for independent IT companies to attract larger clients. They can ask existing clients to refer them to their network or partner with complementary service providers who can refer them to their clients.
3. Participate in Online Communities
Independent IT companies can participate in online communities where their target clients are active. This can include industry-specific forums, social media groups, and online marketplaces. By sharing their expertise and engaging with potential clients, they can build relationships that can lead to larger clients.
4. Offer Free Trials or Demos
Independent IT companies can offer free trials or demos of their services to potential clients. This can help to build trust and demonstrate the value of their services. If the client is satisfied with the trial or demo, they are more likely to become a larger client in the future.
5. Attend Industry Events
Independent IT companies can attend industry events and conferences to network with potential clients and showcase their expertise. These events provide an opportunity to connect with industry leaders and decision-makers and build relationships that can lead to larger clients.
6. Focus on Niche Markets
Independent IT companies can focus on niche markets where they can differentiate themselves from larger competitors. By specialising in a particular area, they can position themselves as experts and attract larger clients who need their specific expertise.
Remember, perhaps the biggest opportunity independent IT companies have right now, is that your competitors are not proactively doing many – or any – of these initiatives. Which leaves the field wide open for you.
If you would like some ideas as to what you can do now to land those big-budget corporate whales, book a time to chat. We’ve helped several independent IT companies do exactly that.
We’d be delighted to help you too!
