Doug Hawks HawkSystems

"Managed Services won't work in this part of the country." I hear that a lot. And it is just not true. I typically hear this type of excuse from business owners that make the majority of their money from break fix work. They wait for their phone to ring and then go out and fix whatever issues the end user has and then they move on. They traditionally create relationships with end users that are based on "price" not "value" and are surprised that their business model is not scalable. When I ask them about the number of networking events that they attend or the type of marketing campaign that they have created I get this "deer in the headlights" gaze and they tell me that they are too busy and could not take time out of their schedules to attend any type of meeting like that. Usually around that time their cell phone rings and they take an unsolicited call from an unqualified prospect that they talk with for an hour and lose the business because they get undercut on price. They painted themselves into a corner because they failed to create business systems. Douglas Hawks of Hawk Systems www.hawksys.net became a partner with Do IT Smarter 3 months ago. He quit his job and is now creating a successful business system based on providing value through Managed Services. He has focused on networking with other business professionals that have needs that his business can deliver. "By working with DIS and going through the several weeks with Don Begg and getting exposure to your engagement process (assessment, remediation, managed service) I found a strategy that I've employed to really get into a customers space and become a trusted advisor, or at least a trusted resource. DIS (I believe) and others have advised to use the assessment as a pure sales tool and comp it to the client prospect. I chose to charge for the assessment and flesh it out with some additional network documentation. I've been able to sell the assessment for $2k-$4k and that was a good shot in the arm during the initial startup of my company". Doug is a textbook example of how to sell value, build relationships and make money using Managed Services. Book motioned in the podcast: The 4-Hour Workweek http://www.fourhourworkweek.com/ New Website: www.domspsmarter.com Challenges With Demand Generation By Don Begg CEO Do IT Smarter http://www.domspsmarter.com/profiles/blog/show?id=2131566%3ABlogPost%3A1074 VAR of the Year http://www.crn.com/it-channel/194400133 For more information on how to become a partner with Do IT Smarter go to www.doitsmarter.com or call 858 751 2247 . Blog http://informationtechnologyblogcast.blogspot.com/ Information Technology Podcast 2008 Get your message out to thousands of listeners: To sponsor a podcast Call 877 347 3648 option 5