In the computer consulting business, dead-end solutions can be very expensive mistakes for your prospects or clients. So, start by pointing out how scalable your proposed network will be.

Communicate the Options

Discuss server hardware and OS/NOS selection and detail how, as you add more RAM, faster processors, SCSI or RAID hard drive controllers and multiple processors, performance continues to scale up. Explain how your computer consulting business’ prospects and clients can get a tremendous power boost with relatively low cost, by doing incremental hardware upgrades on servers running the solution you’ve proposed.

Then talk up available options for your prospects or clients down the road. Small business owners, as entrepreneurs, are a pretty optimistic group. So they’ll want to make sure their IT investments are in sync with their visions of future company growth.

The Growth Path

Highlight how your computer consulting business’ proposed network solution provides a very well defined growth path to more application-rich platforms. Then, reiterate how a Microsoft Windows 9x/Me/XP "server", on the other hand, severely limits your networking options.

A Microsoft Windows 9x/Me/XP "server" may be adequate for some very limited file and printer sharing, but it’s definitely not a great platform for adding high-performance relational database or messaging applications.

As company IT needs evolve, the amount of files can really spiral out of control if the networking solution can’t keep up. So always highlight how the proposed networking solution and centralizing data helps to protect IT investments by maintaining version control.

A Networking Solution Can Reduce Confusion

With a decentralized peer-to-peer network, there may be multiple, conflicting versions of Microsoft Word and Microsoft Excel data files for example. Whether these files are passed around on disk or distributed on different users’ "servers", a well-designed client/server network, with consistent naming conventions and a coherent share and folder structure goes a long way toward preventing confusion.