The 1nService Formula for Success
by Paul Cronin

In the traditional IT sales methodology, most Integrators engage with their clients to understand how their solutions can match a client’s initiatives. When offerings and needs align, sometimes there is a sale. If not, Integrator and Client move on and the process is repeated at a later date. This formula is exemplified as:

(A-D solutions) X (client appointments) X (% of client needs) = $ (revenue generated)

Typically, Integrators in this traditional model do not work to build or leverage client relationships in order to understand and penetrate higher & wider within the client organization. In this model, Integrators not only leave the door wide open for their more relationship-focused competition, they also do not provide strong strategic value to the client or their own business, have less client touch points and, in the end, generate less $ revenue per client interaction then 1nService Member Companies.

The 1nService collaborative business model offers Integrators the resources and opportunity to transform themselves into full-scale Solution Providers. The solution set available to the client of a 1nService Member Company is expanded from what they can do themselves to also include what 32 other Member Companies can do collectively with them. The business solution shifts in focus from what the Integrator is capable of doing to what the client actually needs – across a broad range of technologies, products and services. If your company does not offer a service, you can bet one of your 1nService partner companies does.

Now the chance of matching a solution to a client need is multiplied by 32, and the opportunity for a sale at each client interaction is dramatically increased. The 1nService formula is exemplified as:

(A-D solutions) + ( 32X Member Solutions) X ( ^ client appointments) X (^ % of client needs) = $$$ (revenue generated)

1nService Members in this model leverage the client relationship to penetrate higher & wider in a client organization, shut the door on the competitors, provide strategic value to the business by being the one trusted person to call, have much more client touch points and in the end generate greater $$$ revenue. In this economy the 1nService collaborative model becomes a strategic accelerator based not only on its diversity, but also its opportunity and unity.

Paul Cronin
1nService CEO

Learn more about 1nService and 1nService strategic investment and sales at www.1nService.com or by contacting Paul Cronin, CEO, 1nService at pcronin@1nService.com / 508-641-5776