Keeping it fresh, a balancing act

If you are really Hungary and are given an bread to eat, you are going to eat and enjoy the bread. The second slice of bread is good to eat, but not as good as the first piece. Third, forth and more slices become less fulfilling as you eat them. Pretty soon eating the bread becomes almost sickening.



This is similar to selling to a client the same solution. It loses value. You have to bring new and fresh solutions, otherwise clients are going to look for something better. This also applies to managed services. A client may be happy to pay for services for the first year, however you must continue to show value through out the service, otherwise clients will look elsewhere. This can be one of the most discouraging things in the IT business. If the solution works great (Which is what we all want) then soon clients forget what it was like when the equipment did not function properly. If there is not a server failure, down time or other problems, clients begin to think the equipment runs itself. Then they see no value in proactive service. However if the equipment fails, then no matter how fast we respond, it is not fast enough. It is a constant struggle to keep clients engaged and happy.