Appendix C: The Cisco Consultant; Overview; Establishing Credibility - Cisco RJ-45-to-AUX Brochure

Appendix C: The Cisco Consultant

Overview

On the side, I run a small consulting company. When I tell people that I am a Cisco consultant, they usually
reply, "Oh"; or, they ask how well Cisco's stock is currently doing. Consulting means that you work from one
project to another on a freelance basis. Usually, if you're the consultant for a Cisco partner, the customer has
found you—so the first part of your job is rather easy.
The following is a list of steps to help ensure that you meet your customer's expectations:
1. Establish your credibility.
2. Assess the customer's current needs.
3. Assess the customer's future needs.
4. Research solutions.
5. Propose several solutions and provide a cost estimate for each.
6. Explain to the customer the expectations of each solution.
7. Under−promise and over−deliver.
Not all your work requires technical knowledge. You should have the following business skills:
Good speaking skills
Good estimating skills
Access to parts and device costs
Good sales ability
Because you are selling Cisco gear, if you follow these rules, the only way you can fail at your job is if you
stink at configuring and troubleshooting networks or if you have a difficult personality. I am going to assume
that you possess neither of those two characteristics. Of course, you probably won't last long if you give away
the house, either.
The first thing to do is to establish credibility with the customer. How do you do this? Let's take a look.

Establishing Credibility

There are many ways you can project a good degree of credibility with your customer. Here are a few
suggestions:
Wear the proper attire.
Come prepared.
Make the customer feel like they're important to you.
Show your certifications.
When you first meet the prospective customer, it's a good idea to wear your company attire (a logo shirt and
slacks). If the company doesn't have a standard outfit, make sure you make your first impression (depending
on your gender) in a white shirt, tie, and slacks or a blouse, slacks or a dress. (Wearing tennis shoes is not a
good complement to this attire.)
Take a current price list, including all the latest Cisco devices, their basic abilities, available modules, and
prices. (Knowing the products will help you price things correctly, as well.) Almost every Cisco device has
modules, cards, power supplies, and other accessories you can purchase separately, By the way—this Black
Book is a great item to carry in your bag!
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