|Latest 7 Posts
| How much are your Domino Applications Worth? DAC Knows|
Fri, Sep 29th 2017 5
| What is this Watson Workspace thing?|
Thu, Sep 28th 2017 4
| Thanks Spamanda|
Wed, Aug 16th 2017 2
| Why Experts Save You Money|
Thu, May 25th 2017 3
| SnTT - WildCard SSL Certs and Domino....needs 32bit Windows?|
Thu, May 25th 2017 5
| To Tableau, or Not to Tableau|
Wed, Mar 8th 2017 5
| In Closing, the Connect CGS Speaker|
Wed, Mar 1st 2017 4
| The Cube Interview from IBM Impact|
Thu, May 1st 2014 10
| My BlueMix Day of Coding|
Thu, Sep 11th 2014 9
| Thursday Tips - Sametime Installations Gone Awry?|
Thu, Jan 26th 2017 9
| Destroying A Business From Within|
Thu, Feb 9th 2017 8
| SOCCNX 8 Invades Boston And I will be Speaking on Single Malt Vs. Blended|
Wed, Feb 25th 2015 7
| Mission Tools: Lotus Quickr to IBM Connections Cloud|
Tue, Jan 3rd 2017 7
| What is your Candy Corn?|
Thu, Sep 4th 2014 6
| I am speaking at Social Connections VII in Stockholm|
Mon, Sep 29th 2014 6
| Breaking Out of The Bubble|
Fri, May 15th 2015 6
| A Rabbi Walks into a Social Media Stream|
Tue, May 26th 2015 6
||Why Experts Save You Money
Did you ever hear these from clients or prospective clients?
"Your fees are too high!"
"You want how much to do this?"
"I can get a <insert tech solution name> person for $10/hr why do we need you?"
I have heard these, and many others too over the course of my career.
Now let's hear how some others see this issue, these are general references not specific to anyone or anything.
- Sales advisors tell us it is because we have not sold the client on us and our solution that the price still matters. If they are not sold on using us, price becomes the scapegoat. This is true.
- Marketing advisors would say our value proposition is not clearly reaching out target market and we should either move down or up, depending on our circumstances and expectations of clients. This is true as well sometimes.
- Financial people would tell us that they have a budget they can not exceed, which we know is not true because if the CEO, or another executive with power, want something, they get it, no matter the cost. This is true too.
- Technical people will tell you they can get it done in a day or two. However, they first have to clear their existing project or support items and then involve a few teams of people and plan the change management, etc.. This is true too, except it will not get done until next year, usually.
What is rarely understood, although we do explain this all the time, is your code-monkeys will spend days trying to fix something that an expert sees and can fix in a few minutes or hours. When this is an internal resourced project, it seems, no one cares about time or cost. When it is an external resource, that is another story entirely.
A friend of mine recently spent, per their post, 5 hours on an email configuration issue.After I asked why they didn't ask my help for what I know to be a five minute fix, we then walked through the config and solved it. Even though they knew I have spent over 20 years on messaging systems, they did not ask for help until they had wasted quite some time. ( I am still hoping they used hyperbole and it was really an hour or 2 which is still too long)
Now, if they are the hourly billing type of person they have a dilemma, do they bill for the wasted hours of troubleshooting or part of it or none of it? If they bill by the project, this would not matter because things like this are expected and included in the pricing. It never makes one happy, but on the other hand, you gain valuable knowledge and experience to solve a problem for next time in seconds, and THAT is huge money to be made...when you bill by the project and not hourly.
Of course, I can't bill for five minutes of work, well I could if they weren't my friend. The bill would be like the famous joke about the guy with the hammer who knew just where to hit the machinery. I could bill anything just to solve the problem, whether it took me five minutes or five seconds.
Yes, cheaper solution providers exist, but they are not IBM Champions or Microsoft MVPs or Salesforce MVPs or whatever leaders in their respective fields that while we may not have encountered every issue, we are very battle tested and call upon our other friends to help us because that is what experts do in life.
We trust others to help us in return for the help we lend them. This for me is one of the best things about being an IBM Champion and knowing people that are the equivalent across many platforms. No one wants to ask for help, it is seen as a weakness, but once you get over this your world is much better as is all the people you engage with over the years.
If you are an IT manager, price means nothing when the issue is Enterprise important. If you think otherwise, your company will never get ahead of your competition. Work with experts who help make you look better to your boss, not cause your boss to look for replacements for you.
May 25, 2017
| Recent Blog Posts
How much are your Domino Applications Worth? DAC Knows|
Fri, Sep 29th 2017 1:53p Keith Brooks
Most of you reading this are my Yellowverse bubble, BPs, consultants, advisers, fellow IBM Champions and a few friends so this will not be new news to you. To the few, the proud, the admins and executives who are blessing me with a few minutes of their time, this may come as huge news, or not. You already moved your mail to the IBM SmartCloud Notes cloud mail, humor me for a minute even if you have not yet. You are sitting on a small server farm or VM landscape supporting your core, enterprise
What is this Watson Workspace thing?|
Thu, Sep 28th 2017 12:18p Keith Brooks
IBM in recent days has made a number of announcements, some of which are more public than others, today I want to discuss Watson Workspace (WW) and Watson Wokspace Essentials (WWE). As the name implies, it is an Instant Mesaging (IM) program that, hang on, that's not right. Let's back up a second. Why the name Workspace? I have no idea, I thought it was a beta name. Seriously now, it is because the young generation of marketers were not born when us old people were using ICQ, AOL and other v
Wed, Aug 16th 2017 1:15p Keith Brooks
Our fearless leader, cat herder, rock singer, crazy cat woman has been given a chance at even more greatness and is joining Salesforce. The "XI" forum inside there grows daily it seems. She got to know all of us pretty well while she ventured across the world for all the LUGs and other events that we all have partaken in over the years. Her efforts to make our experiences as Champions memorable paid off every time. When you consider the cult of personalities that we as a group exhibit, this i
Why Experts Save You Money|
Thu, May 25th 2017 1:00p Keith Brooks
Did you ever hear these from clients or prospective clients? "Your fees are too high!" "You want how much to do this?" "I can get a person for $10/hr why do we need you?" I have heard these, and many others too over the course of my career. Now let's hear how some others see this issue, these are general references not specific to anyone or anything. Sales advisors tell us it is because we have not sold the client on us and our solution that the price still matters. If they are not so
SnTT - WildCard SSL Certs and Domino....needs 32bit Windows?|
Thu, May 25th 2017 9:03a Keith Brooks
This post is for me, and you, to make life easy. Some of you out there are only now adding SSL certificates to your servers, I know because you are asking me to help you, and so I present today's Show n Tell Tuesday post. There are some excellent SSL and Domino posts on this topic already from Gab Davis, Mats Ekman and Sean Cull, IBM documentation is a bit lacking in this use case so I will not point you to it. I used Gab's post a few times over the last few months and always in a situa
To Tableau, or Not to Tableau|
Wed, Mar 8th 2017 8:00p Keith Brooks
This was the question I had as I reserved a space at the event held today here in Tel Aviv. I was supposed to go last year but was out of the country at the time.Nice view we had. Tableau is about data visualization. yes the same stuff we did 30 years ago with 1-2-3 or Excel but smooth, "simple" and flexible to work with many, many forms of data. They went public in 2013 and since have steadily grown in awareness and revenue. Tableau may not have been on everyone's radar but it is showing up
In Closing, the Connect CGS Speaker|
Wed, Mar 1st 2017 8:57p Keith Brooks
The closing session at IBM Connect this year was probably the most educational closing session I have listened to over the years. And that is a good thing because although some closers were motivational or inspirational or imaginative, the creative process often gets hidden in the final product. Eric Whitacre, who until the session I had not looked up or heard of, was very upfront about his motivations and goals/dreams and how all of them combine to help him fulfill his music efforts.Eric has c
Executive Upgrades of the Server Kind|
Wed, Mar 1st 2017 3:42p Keith Brooks
At Gurupalooza, the last day session of IBM Connect where the IBM Champions and Best Practices presenters answer audience questions, my friend Todd asked us something along these lines: “How do you convince an executive that feature packs must be installed and maintained like formal releases?" In today’s world, there are no formal releases. Your browsers update automatically, if you let them, your phones update apps automatically, again if you let them. So why should your servers or clients
Day 2 of Connect was Road Map Day for me|
Fri, Feb 24th 2017 3:36a Keith Brooks
The day opened with Mat's AdminBlast session which was so full of tips and ideas he could barely get to all of them and he laid out how he manages his team and uses all the resources he can from Notes, Domino, Connections, Watson, etc. Great effort and valuable training for new managers to get a great view of how they could be working. Usually the sessions are a secondary benefit, for people like myself that are involved in the product line for so long. We have various meetings, briefings, sid
One Firm's Wild Ride to the Cloud|
Thu, Feb 23rd 2017 10:35p Keith Brooks
My IBM Connect presentation is now posted on Slideshare. Thank you everyone for coming and your questions. One Firm's Wild Ride to The Cloud from Keith Brooks