In the IT consulting world, client selection is crucial. Moving beyond micro-businesses opens the door to serving larger small businesses, presenting distinct opportunities and challenges.
**Defining Large/Small Businesses**
These businesses typically range from 5 to 100 workstations and employees, with annual revenues between $5 million and $20 million. At this scale, many are publicly held corporations.
They generally operate with at least two dedicated servers. The dynamics of working with these accounts differ significantly. A key difference is the presence of an in-house IT manager, usually responsible for handling routine IT tasks.
**The Presence of an On-Staff IT Professional**
Unlike smaller businesses relying on technicians or coordinators, these larger entities employ skilled IT professionals. These individuals often possess certifications and expertise in various operating systems, database platforms, or software development, rivaling the skills of external consultants.
Their primary role involves managing day-to-day IT operations. To effectively consult with these businesses, deep specialization is essential. Consultants must offer expertise beyond the capabilities of the in-house IT staff.