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What are some ways that a solution provider can win new business?

To win new business, a solution provider needs to provide creative solutions rather than just working off vendors' line cards. The game is to accommodate the client's unique needs and business goals.

What are some effective ways that a solution provider can win new business?

About the author
Paul Myerson is the senior channel analyst at Enterprise Strategy Group. Listen to more from Paul in our top VAR business concerns podcast

From my perspective, it's really about being creative and tying the investment to the impact on their client's business. It's also important to be creative with the way that those technologies, services and upgrade paths solve the client's business needs. A certain amount of financial creativity may also be needed. Look at where the client is today, where they're going, and fit the right solution. The solution providers that do that really well win more often than most.

Return to the top VAR business concerns guide and read the rest of Paul's expert responses.

This was last published in July 2008

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