Before you open the doors to your computer consulting business, you need to get your ducks in a row. You’ll need to pick a company name and get your business cards printed. Then you’ll need to consider what types of customers you want to pursue and where you can meet them. In this article, you’ll learn how and why you need to accomplish these steps.

Get Your Business Cards Printed

Get your business cards printed, even if you don’t think they’ll last you forever. If you decide to change your company name, phone number or address 6 months down the road, that’s okay-you can get them reprinted. At least in the mean time, you can start getting momentum going by handing out a couple of business cards to all of your friends and family members.

Get the Word Out about Your Computer Consulting

Whenever you’re in networking situations, whenever you’re meeting people at your kids’ soccer games, or church or synagogue, or you’re standing on line talking to people at the movies, you’ll have the opportunity to tell them about your business and hand out your business cards. These people can then become part of your extended sales force.

Get Involved in Your Business Community

Get involved in some local organizations where small business owners meet. Look for three or four good local trade groups to get involved with. One might be your chamber of commerce, related user group or trade group, and possibly an industry-specific trade group.

Start Where You Know

Many times it makes sense to pick an industry focus where you come from. There’s always opportunity to branch out into other places. But at least if you start with a niche, you’re already familiar with, you’ll already have some credibility. You’ll find it easier to come up with a marketing message that hits home. You’ll find it easier to be memorable, because you’re not looking like everyone else who’s in the phone book or everyone else who could conceivably do the job who doesn’t have expertise in that particular niche.

Evaluate Your Computer Consulting Niche for Enough Prospects

With that nursing background, for example, you could focus some of your early marketing and business development activities on small doctor’s offices in your local area… as long as you have a fair amount of confidence that there are at least 500 or 1,000 prospects in a one hour radius of where you’re located. Your knowledge should be a big hit with both the key decision makers and the individual PC users.

You may even want to consider branding yourself by putting your industry focus in your name. For instance, you might add health care systems, medical office systems, or medical office technology as part of your computer consulting company name.

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Approaching the point of a mature business brings decisions of policy that are best not left to chance. Various factors are involved in deciding how much stock to hold. Along with a gut feel these should lead to a policy decision so that the purchase of inventory for an online company doesn’t end up like the tail wagging the dog, overshadowing the profit business model. We will take the example of retailing chess sets and other chess products in analysing the factors in coming to the right decision.

The Range
If a large range of chess products are held, such as with Chess Baron in the US and UK, how much of each line should be held? Clearly if an eCommerce company such as this had 20 different lines, the solution is simple, and the ratio of stock value to total retail sales looks pleasing to any bank manager, perhaps around 10%. In the above example, the retailer runs with a fairly large inventory compared to many in the industry, almost 200 lines in total. To hold even ten of each line means a stock total of 2000 units, which with a purchase price of $50 on average, means that the cost of stock is very significant. With a typical turnover of this kind of store perhaps reaching over $120K, the ratio of stock value to retail sales approaches 100%. The inventory also represents an asset for the company, and so the asset will be taxed as if cash - almost definitely meaning a loss or break even for the first two years as the stock is ramped up - unless something can be done to reduce the inventory level, which looks mandatory at this ratio level. Stores such as ChessBaron hold somewhere in the region of $60K in stock, but giants of the industry such as WholesaleChess would hold an inventory value of $200K. The largest chess retailer - ChessUSA also has a store in New York and holds a minimum of $300K in stock at any one time.

Where it comes from
If the chess goods come from a domestic source, the stock holding can be reduced whilst keeping in touch with stock levels at the supplier. Buying from wholesalers who have gone through the pain of buying from China or India, etc., suggests that the higher price may be worthwhile in some cases. When this is not available, the model of purchasing from less developed countries means that stock cannot follow any slick JIT model, nor bought from the suppliers as orders arrive, except in high unit price chess sets which are often built to order. This clearly influences the stock level decision - purchasing chess sets from India just isn’t as fast or flexible as buying from a domestic wholesaler.

Intelligent Stocking
Clearly some items sell better than others. With our example, having a wide range is part of the store’s marketing strategy. ChessBaron holds so mnay lines that generally anyone that wants to buy chess sets can buy from them, they’ll find something that is appropriate. Holding just a few of the slower selling chess sets and marking them out of stock when sold instead of rushing to get them in to the order about to ship from India (for example) means that the stock level is better controlled. The converse obviously applies to the faster selling lines. Some lines ARE purchased from domestic sources, - these could be drop shipped instead of held as stock if that facility exists. Smaller margin, true, but no cash tied up in expensive stock. Making sure the manufacturer follows through with replacements for faulty chess pieces, which would otherwise render the entire chess set useless will reduce the need for ordering some sets, whilst simultaneously making the manufacturer feel the pain of blemishes and lax quality control.

Comfort Level
When the business starts, there is some need for juggling stock to fill orders as replacements or free upgrades, or just suggested alternatives. There is little cash and orders for chess sets from India are inflexible and slow. This means constantly being on the phone to the customer - ‘Sorry sir, we’ve run out of the Carved Napolean Chess set (well, we only had one, and it was sold three weeks ago), but can I recommend the Chamfered base staunton chess set, which you could have for the same price…?’- sorting out endless problems because of stock levels that are too low. Having the chess sets in stock, being able to lift one of twenty off the shelf and being able to fill the order easily means time allowed for further selling or just sanity of life. So some inventory level is required when it comes to running an active business, even if slick consultants may urge a minimal stock level ordering small shipments from India with double wrapping and double stress.

Balancing these factors leads to the conclusion that significant chess stock is required, whilst minimising inventory levels by intelligent stocking and supplier orders. It’s the nature of the game - there is a good markup in the retailing of chess sets, but the downside is the expense of the stock held and the level of inventory required.

By Baron Turner of ChessBaron USA - Chess Pieces, Boards, Chess Sets, Clocks and Chess Computers and ChessBaron UK - Chess Sets, Chess Boards, Chess Sets, Chess Clocks and Chess Computers - Chess products with quality - available in the USA, UK and France with more to come.

In a perfect world, starting a small business would be risk free, but just as with everything else; the degree of risk determines the value of the reward.

According to the National Commission on Entrepreneurship, at any given time, 6% to 9% of the United States adult population is involved in planning for a new business. Most of these aspiring entrepreneurs, they say, will start a “Lifestyle Business” - primarily providing employment to themselves and their families. The balance will find themselves in “Entrepreneurial Firms” - those growth companies that, according to the NCE, created two-thirds of net new U.S. jobs in the 1990s.

Both are fraught with risk - and potential reward. Ask a small business veteran about the risks, and three likely come to mind: employees, inventory, and accounts receivables. These are both the bad news and good news of business. In the audiobook, “Sound Advice on Small Business,” author Jim Schell says, “The bad news is that they’re a headache to manage, but the good news is they exert leverage.”

What business would Schell, a seasoned entrepreneur and co-author of “Small Business for Dummies,” start if he had it to do all over again? With his tongue planted firmly in his cheek, he says in a perfect world it might be any business without employees, inventory, and minimal accounts receivables. Seriously, though, Schell says, “Without [them], you can only grow so far, so big. With them, the world is our oyster.”

Jim Schell offers advice to entrepreneurs on managing a small business each week in the free audio newsletter from What’s Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Cunningham is a principal of What’s Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.