Many IT consulting professionals think they need to take every job that comes their way.  After all, why would someone turn away potential business while trying to build their IT business?

You Have to Turn Away IT Consulting Work

Turning away IT consulting work is an important part of having a successful, profitable business as a pro services provider.  But in order to get to a point where you CAN turn away work, you have to have better opportunities in your sales funnel all the time.  

What Do You Do When You Have to Turn away Work?

Sometimes you just CAN’T take on new IT consulting work.  When this happens, you have to call the prospect back right away and tell him/her.  You can also give the prospect some options and a respected colleague to call that you know would have time and be a better match.  This protocol will help you build your reputation in the community and give good word of mouth, even when you aren’t taking on someone as a client.   

An Informal Network is Important

You should set up an informal network of consultants that do what you do but don’t compete directly.  This will help you cross refer IT consulting prospects when you have to because of skills and specialty OR capacity.  

Added By:  Computer Consulting 101 Professional Kit