7 tips for working with an IT pro

By Jeff Wuorio

Working with an information technology partner may seem like a one-way street—the IT folks tell you what tech goodies you need, then plug in this and that.

It's not so lopsided. For a small business to have an effective relationship with an IT partner, it's important that the business itself be prepared to hold up its end of the bargain in a variety of ways.

Let's look at what small business owners need to offer to make that partnership truly blossom. Here are seven issues to consider:

1. Start working with an IT partner early. Often, small businesses wait until a major technology decision looms to seek out a partner to help nail down a solution. Don't dawdle until the last minute—look to establish a relationship with an IT partner before you think it's "necessary." Not only will you get a jump on your technology needs, you'll be that much better positioned for future growth.

"Maybe they’ll help you say yes to that new project that you thought you had to say no to," says Ramon Ray of Smallbiztechnology.com, a provider of technical information to small- and medium-sized businesses.

2. Shop carefully. IT partners are not a one-size-fits-all proposition. When considering potential partners, gauge how committed they are to meeting your needs rather than merely pushing products.

"Look for a company that is genuinely interested in your business and is capable of understanding it," says Ilya Bogorad of Toronto-based Bizvortex Consulting Group. "Above all, you want someone who's concerned about delivering value to your business—not just selling you their cherished solution or a methodology."

3. Tell them everything they need to know. If you’ve found an IT partner who seems suitable, spell out your needs in specific detail, otherwise your partner may be unsure about what solutions are most appropriate for you.

"Be prepared to explain your requirements fully," says Bogorad. "Systems that don’t meet business needs are an endemic problem, and (they occur) because the requirements were not completely understood. If necessary, you need to be somewhat open to being interrogated."

4. Understand what they're telling you. Small businesses listening to technology solutions far too often mimic bobble-head dolls—all movement, zero comprehension. If your IT partner suggests that Microsoft Dynamics CRM will help you hone your marketing efforts, get to know the product thoroughly so you have a genuine sense of how it can help. If you don’t understand fully what your partner is proposing, ask for clarification. "Don't treat IT partners as though they were just another vendor," says Borgorad. "You're not just buying nails or toilet paper."

5. Know what they can't do. Know what your partner can and cannot do. This keeps expectations realistic. "Small businesses can make a dramatic leap in the results from IT partners by understanding their process," says Paul Travis, a Seattle-area technical consultant. "I've seen far too many projects suffer slow death from unmet milestones because the company thinks the IT guys can and will jump as high as they need. “

6. Keep looking forward. IT solutions—like most anything else—aren’t cast in stone. A product that fits your business needs today may be inadequate after two years of company growth. As you anticipate your growth and development, make certain your IT partner remains current on your future plans.

7. Availability—on both sides. Part of staying on top of growth—and resolving problems when they crop up—is an ongoing commitment to making yourself available to talk when a discussion is warranted. When working with an IT partner, make sure you know that someone is always going to be there if you have to hash something out. "If they're a very small business—a one-man show—do they have a backup in case…they're not free?" asks Ray. Adds Bogorad: "Make yourself as available for discussion as you possibly can."