Get Everyone On The Same Page

Make sure that both sides are in full agreement on what the client wants, what it expects, and what you can deliver.

"Talk about those things as early in the process as possible," says Michael J. Stolarczyk, vice president of sales and business development for cloud services at Atlanta-based VeriStor – No. 242 on CRN's Solution Provider 500.

Adds Tim Burke, CEO of Quest Technology Management, of Roseville, Calif., "Confirm, confirm, confirm client expectations," focusing not just on what it expects, but also what it should not expect.