Hello to all the IT wizards out there! If you’ve been operating in the tech landscape, you’re probably no stranger to the constant hustle and long hours. You know your code, your networks, and your databases. But, are you leveraging that knowledge as efficiently as you could? Are you selling activities, or are you selling services?
The Paradigm Shift from Activities to Services
Many IT professionals begin their careers offering particular activities. Maybe you’re a whiz at debugging or an ace at setting up servers. While these are valuable skills, they don’t make up a service offering.
Service-oriented thinking changes the equation. Instead of being a commodity—one debugger among many—you become a provider of a holistic service that solves a client’s particular problem. You move from being just another developer or IT specialist to becoming an IT consultant.
The Power of Service-Oriented Thinking
When you adopt a service-oriented mindset, you go beyond just completing tasks. You aim to understand the pain points of your clients, offer solutions that align with their objectives, and provide real value that goes beyond technical implementation. Service-oriented thinking is proactive. You’re not just responding to problems; you’re anticipating needs and providing comprehensive solutions.
Packaging Your Experience
Here lies the golden opportunity. Your years of experience, your multitude of skills—these can all be packaged into distinct service offerings. It’s like stacking your experience to build an ‘Experience Tower.’ When you sell a service, what you’re actually selling is a package of activities bundled together by the thread of your expertise.
For example, instead of selling 10 hours of coding, sell a ‘Web Performance Optimization Package’ that includes an audit, improvements, and a final report.
How to Package Your Services
1. Identify Core Strengths and Skills
Take stock of your skills and identify which of them can be bundled together to form a comprehensive solution.
2. Define Client Pain Points
Think from the client’s perspective. What problems are they facing that your skills can solve?
3. Create Service Packages
Combine relevant activities and skills into a single package aimed at solving specific client problems.
4. Price It Right
Your service package should be priced not just based on the hours you’ll put in, but also on the value you’ll deliver.
5. Communicate the Value
Once the package is ready, articulate the value proposition clearly when you’re in discussions with potential clients.
Switching from activity-based work to service-based offerings isn’t just a pivot—it’s a leap forward in your career. It’s a move towards a consultative approach, where your value is not limited to your technical skills but extends to how you can offer holistic solutions to clients.
So, dear IT professionals, isn’t it time you reevaluate what you’re selling? Activities may pay the bills, but services build careers and legacies.