Even a large fish that normally grows enormous in a natural environment like the ocean will remain tiny if placed in a small aquarium at birth.
The question is how can this theory impact IT sales and ultimately the growth of your computer business.
The relevance of this idea came up a few weeks ago as our company was evaluating the lease of an 8,000 sq. ft. office with about 100 preexisting call stations ready to go right out of the box.
As we were checking out the facility my marketing assistant commented that perhaps we hadn’t grown big enough because our growth was being hampered by our smaller environment.
Immediately the idea of a fish only being able to grow as big as its environment raced into my head!
Really I think every business and even more specifically computer businesses have struggled with what the correct growth model should look like.
Should you grow organically and wait to increase the staff and location size as the business becomes more profitable or should you expect success and prepare for it by having more marketing staff an a bigger location ready from the start?
Of course, the company that has plenty of start-up funds or venture capital will have the resource to size the infrastructure right from the beginning along with funding the IT marketing budget correctly.
However, what if you’re strapped for cash and trying to start your business on a shoe string budget?
You have to dream big and believe that you are going to have stellar growth! One of the keys to business success that we have long advocated across the board is that you have to prepare for the success you believe will happen.
In other words when you truly believe that something big is coming your way then you should begin to prepare for that eventuality.
A good example would be an expecting mother that prepares a baby room and furnishes it with everything that baby will need, far ahead of the due date.
When you truly believe that you are going to grow a managed services business then you will start preparing to have a large enough location to house an enormous staff.
Finally if you really don’t have the funds that match your dream then you are going to have to hunt the commercial real estate market thoroughly and find distressed properties that have been vacant for a long time.
These are the properties where you can make a killer deal in your favor that will give you access to a larger space but will allow you to only pay for a smaller portion up front.
You can negotiate to only pay for a fraction of the total square footage with the option to lease the rest as you grow.
The key to making the deal work is to make sure you have bling and look very successful but also take away the risk to the land lord by promising that if they find a tenant that does want to lease the entire space then you are willing to relocate.
Follow this sage advice and you can realize your dream of blowing up your business by having a large enough environment that will allow this to happen!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!