Appendix C: The Cisco Consultant

Overview

On the side, I run a small consulting company. When I tell people that I am a Cisco consultant, they usually reply, “Oh”; or, they ask how well Cisco’s stock is currently doing. Consulting means that you work from one project to another on a freelance basis. Usually, if you’re the consultant for a Cisco partner, the customer has found you—so the first part of your job is rather easy.

The following is a list of steps to help ensure that you meet your customer’s expectations:

1.Establish your credibility.

2.Assess the customer’s current needs.

3.Assess the customer’s future needs.

4.Research solutions.

5.Propose several solutions and provide a cost estimate for each.

6.Explain to the customer the expectations of each solution.

7.Under−promise and over−deliver.

Not all your work requires technical knowledge. You should have the following business skills:

∙Good speaking skills

∙Good estimating skills

∙Access to parts and device costs

∙Good sales ability

Because you are selling Cisco gear, if you follow these rules, the only way you can fail at your job is if you stink at configuring and troubleshooting networks or if you have a difficult personality. I am going to assume that you possess neither of those two characteristics. Of course, you probably won’t last long if you give away the house, either.

The first thing to do is to establish credibility with the customer. How do you do this? Let’s take a look.

Establishing Credibility

There are many ways you can project a good degree of credibility with your customer. Here are a few suggestions:

∙Wear the proper attire.

∙Come prepared.

∙Make the customer feel like they’re important to you.

∙Show your certifications.

When you first meet the prospective customer, it’s a good idea to wear your company attire (a logo shirt and slacks). If the company doesn’t have a standard outfit, make sure you make your first impression (depending on your gender) in a white shirt, tie, and slacks or a blouse, slacks or a dress. (Wearing tennis shoes is not a good complement to this attire.)

Take a current price list, including all the latest Cisco devices, their basic abilities, available modules, and prices. (Knowing the products will help you price things correctly, as well.) Almost every Cisco device has modules, cards, power supplies, and other accessories you can purchase separately, By the way—this Black Book is a great item to carry in your bag!

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