The
Networking
Experts

How To Select A Technology Consultant

There's no doubt about it, technology has changed business. That's why finding the right technology consultant can mean the difference between succeeding with technology or fumbling through it.

Unfortunately, some businesses have the misconception that it is too expensive to hire a professional to do their technical work. To the contrary! In the long run, you will save hundreds if not thousands of dollars by having a technology consultant on hand to recommend good products, install new software and hardware, and make sure that everything is running smoothly every day.

Networking
We've yet to meet one small business owner who thinks that networking their computers is an easy task. There are so many technical nuances that can botch a setup, that trying to make your computers talk to each other can be quite daunting.

We asked Paul Wilcox, the Small Business Division Manager for the Polaris Group, a Seattle-based technology consultant to Northwest companies, to clue us in on how to best plan for new technology and how to select a technology consultant.

How should small businesses plan before investing in new technologies? Mr. Wilcox: Technology planning is as crucial to a small business as product planning. First of all, it's important for the small biz to have an idea of what business tasks they'd like the technology to support and be prepared to discuss it in the initial meeting with a consultant. A second overall guideline is that you need to plan to grow into a system rather than out of one. Unplanned short-term upgrades can wreak havoc on cash flow. For an entirely new network or just a server, don't look for temporary, quick solutions, but for industry-standard equipment with a capacity for growth.

A small business can turn forecasted technology needs into a fixed cost rather than a capital expenditure. You can forecast cash flows by leasing equipment rather than buying, which is a tax advantage as well. There are a number of tools and programs to make planning easier, and with trade-up programs like the Hewlett Packard Technology Refresh or Compaq Capital, businesses can prepare and budget for the inevitable obsolescence of equipment.

How will a technology plan impact the selection of a technology consultant?
Mr. Wilcox: Hardware and software combined only comprise about 40% of a total solution. The other 60% of the solution is servicing. Look for a service-oriented consultant who understands this and can predict those expenditures.

The quality of a technology consultant can be measured first by the hardware he or she recommends. If the consultant suggests top-quality name-brand hardware, she or he is more likely to be a top-quality service provider. The consultant should outline plans for preventative maintenance, monitoring, and system management.

Finally, your technology consultant should be able to provide creative thinking about how your business could benefit from additional software or new technologies that are available.

What is the role of a technology consultant in the selection of small business hardware?
Mr. Wilcox: A technology consultant can investigate hardware options and find the highest performance to lowest price ratio. The consultant should not simply find the cheapest parts and put them all together. That approach spells potential catastrophe. He or she shouldn't buy the most expensive solution just because it works for a large company. There is a middle ground for hardware, and a good consultant will conduct the research to find it.

What credentials, experience, or methods should be looked for in a technology consultant?
Mr. Wilcox:   The best consultants are those who have worked with the big fish, have the experience, and are now focusing on the small business market. They should have a trained staff and should be experts in networking, e-mail systems, security, Internet, and databases.

Insist on a complete approach to a technology solution, not just the server, not just the desktops, not just the software, not just the Internet. Also, look for a consultant who uses remote technologies. That is, the consultant can remotely connect to a your network and administer it without having to send someone on-site each time. Look for a company that practices more preventative maintenance than repair.

If you don't ask for recommendations, but still seek out well-known companies, be sure to ask prospective consultants for references from other small companies. You can get recommendations from peers, vendors, and current customers. Also, ask your local industry organizations and business clubs for recommendations.

Most small businesses are cost-conscious. How can an owner ensure the consultant is as budget-conscious as a small business?
Mr. Wilcox: A cost-conscience consultant can help a small business by finding less expensive ways to provide the consulting service. Looking for the least expensive consultant can cost you in the long run, however. Insist on high quality equipment and high quality people.

Another way to determine whether the consultant understands the financial side of a solution is by analyzing the financing options presented. The ability to finance an entire project, from hardware to service, demonstrates an understanding of a small business's budget restraints and cash flow issues. It also demonstrates good business practices and the consultant's ability to see the tax advantages of leasing versus buying technology. There is one general rule: buy what appreciates, lease what depreciates.

How to Choose a Network