Microsoft West Region Partner Community Area : Commentary

Selling in Economic Tough Times

Fri, 15 Aug 2008 18:23:10 GMT

I'm on Joanne Black's email distribution list and get these great articles. Had to forward this on and suggest you subscribe. Link is below.

Suzanne :-)

Get In and Get Started

You've heard it all before: Sales experts talk and talk about creating value. If we just create enough value for our clients, they will buy—whatever the price and whatever the economy. What's new about that?

Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing decisions. So now what?

Offer New Ideas
Good salespeople have always talked value. Now we need to put ourselves in our clients' shoes and become creative. We must get in and get started. Think smart, not big. It's always smarter to have a smaller piece of something than a big piece of nothing. Begin with a smaller project, a reduced order, or a regional—rather than global—implementation. Get in, and get to know the client. Let them get to know you. Get to know their business.

Create Metrics
Sit on the same side of the table as your client. Work together to determine the best way to get started. Always, always, always create metrics with your client. How do you, together, define success? Get agreement that once the current project is successful—according to the metrics you've agreed upon—the client will work with you to identify other opportunities within his or her organization. A successful project breeds a successful relationship ... and successful referrals.

Negotiate or Walk
Price. Aha! This is the big hurdle. Yes, the client will want to negotiate on price. That's her job—to build business while watching the bottom line. How many times have you submitted a proposed price to a client and had her say right off the bat, "Great! Where do I sign."? It doesn't happen. We always want to get the best deal, so why wouldn't our clients?

If you must adjust your price, adjust the scale of your project or the deliverables as well. Always get something in return for a reduced rate and write it into your agreement. Maybe the client agrees to write a testimonial or promises to refer you to another business unit in his organization or to someone they know at a different company. Maybe you barter some of your services. Bartering is an age-old way of doing business, and it makes sense in many cases if you want what your client has and he needs what you have. Perhaps the client has software that your company needs, or a consulting methodology that could propel your business. You get the picture. Work it out.

If you can't work things out, be willing to walk away. It's a tough decision, but it may be your best decision. You'll be off to the next client who values what you offer and is willing to pay for it.

What are you waiting for? Get in and get started!www.nomorecoldcalling.com for more information, article and highly recommended book!!

Economic Stimulus Act Of 2008

Wed, 28 May 2008 22:48:04 GMT

http://www.irs.gov/newsroom/article/0,,id=179227,00.html

Familiarize yourself with this act to become your customers hero!

WASHINGTON — In addition to providing stimulus payments to individuals, the Economic Stimulus Act of 2008 provides incentives to businesses. These incentives include a special 50-percent depreciation allowance for 2008 purchases and an increase in the small business expensing limitation for tax years beginning in 2008.

50-Percent Special Depreciation Allowance

Depreciation is an income tax deduction that allows a taxpayer to recover the cost or other basis of certain property over several years. It is an annual allowance for the wear and tear, deterioration or obsolescence of the property.

Under the new law, a taxpayer is entitled to depreciate 50 percent of the adjusted basis of certain qualified property during the year that the property is placed in service. This is similar to the special depreciation allowance was previously available for certain property placed in service generally before Jan. 1, 2005, often referred to as “bonus depreciation.” To qualify for the 50 percent special depreciation allowance under the new law, the property must be placed in service after Dec. 31, 2007, but generally before Jan. 1, 2009.

To reflect the new 50-percent special depreciation allowance, the IRS developed a new version of the depreciation and amortization form for fiscal year filers. The new form is designated as the 2007 Form 4562-FY and is available on this Web site.

Slides from Quarterly Partner Briefing

Wed, 28 May 2008 22:37:05 GMT

http://cid-e0867f061b7c8e88.skydrive.live.com/self.aspx/Microsoft%20Partner%20Files/NWA|_QPB|_Q4|_Mountain%20view|_GeneralSession%20may%2028%202008.pptx

Slides from Northwest Area (NorCal) Quarterly Partner Briefing May 28, 2008 - Keynotes by Jane Dickson, Margo Day and Matthew Woodget

3 Ways to Cope with Rocky Times Article

Wed, 28 May 2008 03:50:19 GMT

http://www.microsoft.com/smallbusiness/resources/finance/getting-financing/3-ways-to-cope-with-rocky-times.aspx#3waystocopewithrockytimes

Why go to WPC (Worldwide Partner Conference)?

Thu, 15 May 2008 18:01:25 GMT

I'm going to Houston in July!! I would recommend you join me - July 7 - 10. Yes it's hot and you'll get sweaty, but you can hang out for days in the conference center - and that's where it's happening. I rather attend WPC than Microsoft's Global Summit for employees since the content is so much better -- PLUS, it is really THE place to network.

We had a call earlier this week on why to attend but better yet, Arlin covered how to get the most from this huge conference - his points are very easy to implement.

    Subject: Why IAMCP
    Recording URL: https://www.livemeeting.com/cc/microsoft/view
    Recording ID: QS6JMH
    Attendee Key: NWPartner

NETWORKING is the single most powerful marketing tactic to accelerate and sustain success for any individual or organization! It’s about making connections and building enduring, mutually beneficial relationships. Ask any senior executive, politician, community leader or successful salesperson which one skill or habit helped them excel in their career – an overwhelming majority will respond with one simple word… Networking. To succeed you must continually meet new people, build relationships and leverage your network.

What better place to meet those new contacts than through the IAMCP or at Microsoft Worldwide Partner Conference (WPC). Attend this Live Meeting to hear from some of the key movers in the Microsoft Partner community on why you should be a member of IAMCP and attend a Microsoft Worldwide Partner Conference.

“WPC is a once a year opportunity to hear and learn from some of the most successful partners and to discover, as well as fully understand business and technology trends that can have a big impact on the growth your business.” Elizabeth Vanderveldt, Conamex Intl.

“WPC is one of the most important events of the year for partners to attend. Not only do you get great insight in to the industry, a look at the product roadmaps from Microsoft but you get to rub shoulders with all the key partners in your region, no matter where you are from. The real value occurs in the hallways and after hours but there is plenty to learn and take home to apply.” Arlin Sorenson, HTS

Agenda:

Why IAMCP? – Per Werngren, IDENET

Testimonial on IAMCP – Stuart Crawford, IT Matters

Why make the trek to WPC? – Arlin Sorensen, Heartland Technology Solutions

Testimonial on Why SBSC’s attend WPC – Elisabeth Vanderveldt, Conamex Intl.

Q & A

Presenters:

Per Werngren is Worldwide President of the International Association of Microsoft Certified Partners (IAMCP) as well as CEO of IDE Nätverkskonsulterna (IDENET) in Scandinavia. He travels in his IAMCP volunteer role all over the globe visiting Microsoft subsidiaries and meeting partners as well as developing partnering among Certified Partners. As CEO of IDE Nätverkskonsulterna he leads a company 100% focused on delivering Microsoft based infrastructure solutions as well as managed services to Scandinavian customers. Per is not a technician but instead a marketer that knows more technical details than that is healthy - and often convert technical features into a business value discussion.

Stuart R. Crawford: My Passion is to inspire and create a positive impact with Small Business owners and entrepreneurs right here in Calgary and from all over the world, so that they understand and reap the rewards that the right Information Technology solutions and support can do for their business. I complete my passion in three ways, providing IT services through my company IT Matters, through day and evening classes to help entrepreneurs navigate the crazy world of technology, and also by mentoring IT Professionals so they can better service their clients.

Arlin Sorensen began his adventure into the computer world in 1982 with an Apple II+ computer. He founded The Computer Connection in 1985 to sell farm accounting packages and served as a single proprietor for the first 5 years. In 1990, along with his brother, they decided to form Sorensen's Computer Connection Inc. (SCCI). In late 2002, SCCI merged with Connecting Point Joplin and began operating under the name of Heartland Technology Solutions (HTS). HTS is a regional technology solution provider headquartered in Harlan, Iowa. There are currently 80 employees in 8 offices across 5 states. - HTS also hosts peer groups for partner companies under the name Heartland Tech Groups. There currently are 9 groups with 108 total partner companies that meet quarterly to share best practices and set goals for achievement. HTS also facilitates the Microsoft-HTG Online Peer Groups with over 125 companies involved.

Elizabeth Vanderveldt: Elisabeth has worked in all areas of the software and consulting services business, from the ground up. As international chair for Community and Corporate Citizenship for IAMCP, Elisabeth and her volunteer team are developing programs that will allow for multiple partnering opportunities while having a positive impact on the community. Elisabeth is also involved in programs like SBSC PAL, MVP and Women In Leadership and Technology in order to help partners find resources, technical assistance and navigate the Microsoft ecosystem successfully. Her firm has won several Microsoft and tech publishing industry awards for their innovative technical and high touch customer approach.

Small Business Week

Wed, 14 May 2008 17:08:51 GMT

Small Business Week kicked off on the evening of May 12^th (my birthday) with over 1,000 attendees at SF City Hall. Yours truly got hugged by the mayor for Microsoft's support of SBW!!! We had over 115 small business people attend training sessions from 1 – 5 yesterday and we'll continue with events today and Thursday. It's exceptional to see the eyes open up of some of these small biz owners when they realize how technology can empower their businesses and make them so much better organized and more competitive. SBS Rocks!! Couldn't do without our partners though to make it a REAL solution.