In this very first podcast, I chat with Anthony English, an independent IT consultant in Sydney, Australia. Anthony helps larger companies with their high-end IBM Power Systems. He also has a wealth of stories that anyone can relate to, even if you’re not that technical.
Anthony is an IBM Champion for Power Systems (one of 34 in the world) and works on IBM Power Systems for mid to large companies in Australia. He specialises in migrations off old hardware and is very focused on the business problem that is driving technical projects.
We chatted about
Charging for your value (not your time). Anthony gave some fascinating reasons why the price you charge or the time you put into a project are far less important than the business value to the end client. He included examples such as choosing a restaurant, paying for a business flight, or finding a dentist.
Make Yourself a Member of An Elite Group of One (with thanks to Patrick McKenzie). How you as a consultant can demonstrate the unique value that you can bring without getting too technical.
Why You Should Stop Talking Tech. Anthony explains his unusual selling strategy of trying to talk his clients out of using his services.
Anthony also explained why charging too low for your services is expensive for your clients.
Resources mentioned in this podcast
The Timesheet Trap – Why Hourly Rates are Killing Your Consulting Business
The Brain Audit – Why Customers Buy (and Why They Don’t) by Sean D’Souza
Connect with Anthony
For companies looking to move to a new IBM Power System, Anthony offers a roadmapping service. This is a high-level session where you can identify the key areas to focus on to make the migration to the new hardware.
You can find Anthony’s roadmapping service at http://anthonyenglish.com.au/roadmap
Connect with Anthony via LinkedIn
Follow Anthony on Twitter: @anthonyenglish
I believe there’s an incredible story hidden in every team. The way I share the lessons in these stories is through conversation and data. I just happen to build the analytics that asks the next question.