We do, however, try to reach a C-Level before we reach an IT Manager. Our value proposition is not a technical proposition, it is a business proposition. If we can reach a C-Level, explain the ROI and lower TCO that comes from leveraging a managed service provider we almost always win. If we are pushed down to an IT Manager or Director of IT we typically have to fall back on portions of managed services like helpdesk only or monitoring and alert notification.

I see no reason why one couldn’t gauge the best way to proceed within the profiling/qualification process. If you are asking great questions and being a good listener then you should be able to identify whether the client’s headache is a a staff/personality issue, a staff/process issue, or a staff/resource issue. If the first, great advice to throw the opening pitch of the ball game on home turf, otherwise I go with Charon’s technique.

Once you hat that “in,” you could then work little by little to gain the trust and contacts to eventually take more and more of the pie.

I’ve attended many conferences over quite a large array of topics and this year’s Seismic Partner Conference was BY FAR the best event I’ve attended. Yes, the presenters were great (I guess I’d even lump Joe’s talk in this category), but the hallway and lunch conversations were exceptional! If you have a chance to attend next year, GO! You won’t regret it.