Small computer services companies are all out there vying for the attention of bigger and better clients.  One large account can cover the running costs for up to six months, and of course, enhances the esteem of the computer services company.  Something to ask youself, however, is does this fit with your business model and plan?

A simple internet search will provide any company with a baseline of their competition out there, and of course where their computer services company stands in the internet search line up.  If you can’t even find your own company, nobody else can either.

Large companies are going to fit into two basic categories.  Some will be independent large companies while others will be branches of a national chain.  It is during this process that you are going to weed out the companies that you aren’t going to market to.  Large branch companies rarely hire local help, although they sometimes do.  More over, you are going to need to determine what types of large companies your computer services company can honestly handle as a permanent contract, assuming you end up with the best case scenario.

Once you have a handle on what your competition can offer versus what your computer services company can offer, as well as what types of businesses there are in the area that are independent and in most likely in need of your particular services, it is time to start the process of marketing.  Marketing is often called a process because that is exactly what it is.  You can’t expect to begin marketing and suddenly have all the business you can handle at your doorstep. Marketing, especially to larger companies, is a process.

Your marketing campaign which targets larger companies needs to be professional, persistent, and offer something unique that your competition can’t or doesn’t.  Can you offer exceptional 24 hour, weekend, and holiday service for a reasonable fee? Do you have a whiz kid security specialist on hand?  Do you have a unique edge that can be your foot in the door?  If so, then you know how to market to your larger fish.  If not, then you probably need to get one in order to market to your larger fish.  Many larger companies are looking for the services that are offered by large national chains, such as the “Computer Geek” companies.  These chains are difficult to compete with unless you can offer them something special, guaranteed (be careful with what you decide to guarantee) or more cost effective.

By promoting your company regularly to the large companies you are seeking to gain as regular clients, you are constantly reminding them of your services and your availability.  It may take months, but there is possibility that if your marketing material makes it to the right desk at the right moment, you may receive a phone call from a panicked potential client looking for immediate service.  If you marketed yourself accurately, you will be able to take on the client, swoop in to save the day, and find yourself with an aptly sized client.  These things don’t usually happen overnight, but they can, and trust me, do happen.

-Zachary M. Morvik