Case Study: Working with Other Tech Firms

An IT Plan When Your Company Expands

 

What made this PCS client unusual is that they are a highly skilled tech firm in their own right. They had deep expertise in audiovisual systems integration, event staging and AV managed services. “You might assume that they would have an attitude that says, ‘We can do this,’ referring to their own skill set,” said the PCS team member who was the lead on the account.

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But they understood two fundamentals about business: The first was that the client didn’t try to shoehorn their expertise into another technical area, and if they did, they knew the effort would drag their staff into an area that was not their core competence. While they had talent in their field, they did not have network or workstation experts, the precise reason they ultimately brought in PCS to help.

The other reason is the spigot analogy. They didn’t have to maintain a standing IT staff with demand hours that might fluctuate. By bringing in PCS to handle the workflow, they didn’t have to worry about whether they suddenly needed one technician or five to service their growing pains. PCS had the ability to handle the need. If they took charge of IT functions in-house, they would have to hire extra employees. The firm had a plan and was confident that they would grow. Of course, what they didn’t know precisely was the pace of that growth.

What gained PCS an initial approval stamp was a short-term project completed on time and within the agreed-upon budget.

They turned to PCS when a previous IT partner was incapable of managing their growth while providing timely service.

The client’s growth pattern panned out as predicted. They grew from two offices to three and 80 employees to 135.  

At day’s end, PCS’s team leader said this client had a firm grip on current needs but was incapable of anticipating future changes with a crystal ball that gave a point-by-point checklist. “What made it work was involving us at the beginning of their strategic planning so that we could both create and implement the IT component of their expansion plans.”

PCS estimates that they saved the firm more than $100,000 in annual IT costs. “As they grow, that figure will increase, but the high standard of our service to them will remain the same,” said the PCS team leader.

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