If you're like many others starting their own computer consulting
businesses, you are probably used to doing a lot of generalist work. 
Perhaps you've been doing some computer repairs, basic network
installations, troubleshooting or answering help desk type questions.

So
given that many have similar skills, what can you do in your business
plan for computer consulting that will set you apart from the
competition and bring you the best, steady, high-paying clients in your
area?

1. Know What Being a Generalist Actually Means. 
Before you can set yourself apart from other generalists, you need to
understand what exactly defines the term "generalist."  As a
generalist, you'll probably be answering basic how-to questions;
troubleshooting; designing networks; providing basic training; acting
as a go-between with phone companies, Web hosts and ISP's; making
product recommendations; procuring hardware and software; managing IT
assets; configuring and customizing; testing; integrating and planning
big-picture IT strategy.  Basically as a generalist, you will do
everything.  So writing a business plan that will make you unique, even
when you are doing a lot of generalist work, is really about figuring
out what you offer that no one else is providing.  In other words, what
can you provide that's of unique, compelling value?  And how can you
play this up in a big-time way in your marketing messages?

2. Show You Are Not a Commodity. 
If you want to set yourself apart from others that have just a flimsy
or non-existent business plan for computer consulting, base your plan
around making sure that you are not seen as a commodity by potential
clients.  Therefore, make sure that you never to base the value of your
services on price.  For example, you can't base your uniqueness on
something like, "We are different from everyone else because we offer
the cheapest computer consulting services you can find."  You need to
find your real strengths and base your business on the problems that
you solve for your clients and the benefits that you offer your
clients.  This problem-solving, benefits-focused approach needs to come
through loud and clear in all of your marketing materials.  And
ultimately this goes a long way toward attracting less price-sensitive
clients that are more value-oriented and willing to pay higher hourly
billing rates for premium services and results-based, ROI-centric
projects (return-on-investment).

3. Focus Your Business Plan for Computer Consulting on Long-Term Clients. 
If you want to wonder where your business is going all the time, worry
about your next pay check or scramble to make ends meet, by all means
build your business around one-shot deal customers.  But if you really
want profitability and longevity, focus on providing long-term
solutions to steady, high-paying clients.  When approach with a well
thought-out sales process sequence, most of these clients will
ultimately sign on for ongoing service agreements and be with you for
the long haul. So sell benefits that will appeal to those really
looking for a long-term, technology-focused business improvement plan,
and not just short-term quick-fixes.  As you're thinking about the
benefits you are going to offer, make sure you really consider how you
can fulfill long-term needs and convince your target prospects,
customers and clients of the importance of real technology planning to
the health and success of their companies.