FITNESS CHECKLIST FOR INFORMATION TECHNOLOGY SERVICES COMPANIES
Here is a checklist to measure your company’s 'fitness' with respect to prospering in today's ever changing markets while preparing for tomorrow's markets. It has proven valuable in dozens of situations across a range of company models, but especially valuable for companies whose growth is faltering.
How well do you score?
(All questions to be answered Yes, No, or Questionable)
1. Business has Stopped Relying on Peddling the Same Bike Faster (cannot simply Sell its  way out using Old business model)
2. Business is Cut Back to Lean to Insure Staying Power (Spending Diet, including Owners)
3. Business Offerings have become Well Differentiated (Areas of Excellence - Specialties that last longer than current project opportunities)
4. Business has made Customer Facing Adjustments, including
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New Brand |
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Marketing & Promotion Investments |
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Sales Reps Who Can Sell Differentiated Services |
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Designation of Core Staff (to protect your Core Technologies) |
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Constant Recruiting of Core Staff Candidates |
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Upward Pricing of Billable Rates |
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Training to navigate today’s More Complex Buying Cycles |
5. Business has made Business Model Adjustments to Match New Offerings (including Transition Time and Dollars)
6. Business has Changed Its Customer Mix (to Customers Who Buy Differentiated Services - Moving Up From The Herd)
7. Leadership Assumes that Many of Its Old Players will not be able to make a Successful Transition
8. Leadership is Prepared to be Reasonably Patient (It Always Takes Longer)
9. Leadership has Retained A Third Party for Advice (with Independence , who can be their 'Conscience')
10. Transition Plan Includes Long Term Retention of Intellectual Capital (so that Primary Assets Will Not Always Leave At End of Work Day)
11. Leadership has secured Adequate Financing Strength to underwrite planned investments.
12. Growth Plans include consideration of potential Alliances, Partnerships, Acquisitions, or Mergers to strengthen market position and odds of success.
Walter Brown, President – Walter Brown Group Inc. – www.walterbrowngroup.com – Telephone: 850-438-7567
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