Narrowing down your leads and prospects can be especially difficult as your start out. You want to work for everyone, but you simply don't have enough time during the day. Size is one of the easiest ways to narrow down your leads. There are basically three sizes of businesses that you can pursue.
Micro Small Businesses
The micro small business usually has between 1 and 10 PCs and the owner is generally not concerned with high level IT services. Instead, they generally rely on an internal guru and call hotlines if the problem is more tan what they can handle.
Sweet Spot Businesses
These companies have anywhere from 10 to 50 PCs. Usually a two-to-one ratio holds true for most industries, so if a company is maxing out a 50 PC LAN then they probably have anywhere from 90-100 employees. Sweet spot businesses need higher level IT services and they are willing to pay for the best.
If a company has more than 50 PCs, then they are considered a large business. Although outsourcing may save them some money, most of these companies have at least one in-house IT person if not an entire department. Generally, they are looking to outsource only their most specialized needs.
Learn more about sorting through your prospects and leads in the full article (link above).
Posted by Computer Consulting 101 Professional Kit