In the last issue, we introduced you to our favorite four-letter word. RESS – Resources, Expertise, Services and Specialization – can make all the difference between being an iron mover and truly adding value.
If you missed our article about maximizing your resources, click here to catch up. If you’re ready to learn more, read on to find out how you can increase your value to your partners and customers, without adding cost, by making the most of expertise and services.
Expertise is the second part of the RESS equation, and probably the easiest. Look around your business and assess your company’s knowledge of the market, of the latest technology and of your customers. When you bring together market expertise, technology expertise and expertise on your customers’ key challenges and goals, you present an unbeatable value proposition that’ll have prospects beating down your door to establish long-lasting relationships.
If you find expertise lacking in an area, it costs nothing more than time and patience to build a bridge that takes your business to the next level. Expertise is indispensable.
Take a minute to list as many areas and kinds of expertise your company can offer to your partners and customers.
If you’ve been in this business for any amount of time, you’ll know there’s nothing new about services. In fact, if you’re not already offering some kind of services to your customers, you’re not even in the game. You’re missing out on the chance to expand your prospects immeasurably and take advantage of one of the industry’s most profitable sectors. Services are a key differentiator between a true value-added reseller and another box salesman.
Historically, IT resellers have focused on services like system design and architecture, implementation and technical support. These are key to selling comprehensive solutions, but what other services can you offer? Let’s break out that well-worn cliché: Think outside the box! If you want different results from your competitors, you’ve got to do business differently. Have you considered offering business consulting? Managed services? Financial services? Make a quick laundry list of your services. Circle the ones you haven’t been making the most of.
We’ve given you a lot to think about, and – like the song says – we’ve only just begun. Getting some RESS is only the start of maximizing your value – and absolutely critical to survival in our dynamic industry. Line up your resources, expertise and services to leap ahead of the pack.
In the next issue of Avnet Advantage, we’ll amp up the power of your resources, expertise and services with the final S – specialization.
Eryc Eyl / Freelance Writer and Business Consultant
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