ECM Executive Commentary

  1. 6 Reasons To Offer Financing To IT Customers
    5/7/2015

    Regardless of size, IT is a critical component to running a business. However, computers, servers and other IT equipment can get expensive. This often drives businesses to delay replacing hardware in order to reduce operating expenses. Yet, what if they didn’t have to pay for their IT purchases in a single payment upfront?

  2. IT Solutions Providers: Clarifying Your Personal MVV, Part 1
    4/28/2015

    It's impossible to lead others until you lead yourself. The core to self-leadership is clarity around your MVV (Mission, Vision, and Values). Note: This is the first in a three-part series on Clarifying your personal MVV. In May we’ll talk about personal Vision and in June we’ll look at personal Values.

  3. 5 Ways To Win The Best Employees In A Talent Shortage
    4/28/2015

    Talent. It’s hard to find and even harder to retain. The more specialized your field, the fewer qualified people there are to select from. And even if you’re fortunate enough to be located in a top tech hub saturated with talent—Silicon Valley, Seattle, Washington D.C., Boston, and Sacramento according to Forbes — you’ll have to work hard to keep competitors from luring away your best players.

  4. 25 “Leadership Learnings” To Help You At The Helm Of Your IT Solutions Provider
    4/9/2015

    I am blessed to be able to spend a lot of time with leaders from all over the globe. Over the years, I’ve collected some observations about the disciplines and habits they live by. Here is a compilation of things I’ve observed and learned as I’ve watched these leaders do what they do.

  5. 8 Top Traits To Look For In An Employee
    4/6/2015

    I am asked this question from time to time, and the quick answer reads a little bit like the Boy Scout credo: honest, thrifty reverent, etc. The full answer is a lot more complicated because the “perfect employee” is someone who fits into your organization and stays around for a long time as well. There is a great deal riding on your hiring, and companies that hire well typically thrive. 

  6. How To Quickly Integrate A New Salesperson Into Your IT Company, Part 1
    3/30/2015

    I was asked by one of our peer group members to provide some advice as it related to the hiring and onboarding of a new salesperson. The potential hire did not have an IT industry background.  So my advice to him was twofold, focusing around how to get the non-IT person up to speed and how to quickly integrate the new hire into their company.

  7. How To Quickly Integrate A New Salesperson Into Your IT Company, Part 2
    3/30/2015

    In the first part of this series, I shared some strategies around onboarding a salesperson into a new industry.  This article will focus on the second question of how to immerse a new hire in your company culture and expectations.

  8. How IT Solutions Providers Can Strategically Plan A Benefits Package
    3/30/2015

    All IT companies are facing a shortage of qualified workers, and this is especially true for SMB owners.  It seems as though the “big boys” have the competitive edge when it comes to compensation packages, perks, and benefits. In addition, the changes brought about via the Affordable Care Act have frustrated many employers, forcing them to reevaluate their benefit packages by dropping some benefits, adding additional benefits, or modifying the plans themselves.

  9. Stuck On Your IT Services Business Strategic Plan? How A Coach Can Help Jump Start Progress
    3/24/2015

    I heard Verne Harnish speak at a conference a few years ago.  He said many great things but the most impactful (to me at least) observation he shared was around coaching.  He shared how Tiger Woods, who at this point was at the pinnacle of his career, was impacted by a coach.

  10. IT Solutions Providers: Which Lake Are You In?
    3/24/2015

    When I was in college, I spent my summers working at a YMCA camp. I was responsible to keep all the trails, playing fields, and general areas mowed. I also did some general maintenance stuff around the camp as well. Occasionally, I would get to do some work down by the lake. It was here that I would witness hundreds of kids get in a canoe, many of them for the first time.