Question: Which came first, the chicken or the egg?
Answer: Capital came first.
A sustainable system doesn’t just happen; it is put into place by design and with a large amount of effort, especially at the beginning. Something to that effect happened with your business, no doubt. Time, energy, and other types of
capital were needed to bring it into existence.
Intranets are no different. Creating an intranet that optimizes current operations, stimulates innovation and does not present undue barriers requires a deep level of understanding, vision, skill, and more than a little courage and persistence.
If you work closely with your clients, spending time not only getting to know their software but also to know the drivers and barriers to their business, then it is likely that you, as a trusted consultant, are the only person who can propose an intranet project with the proper vision of how the technology can improve and enhance the actual daily operations of the company.
One Bitrix partner simply mentioned to me that just a handful of features, such as the document library, employee directory, and enterprise search, provide enough time-savings and convenience that nearly any of his clients could demonstrably benefit from at least the junior version, InfoPace.
So, you
can offer the intranet in addition to your other services. The next question is
why should you do that. What is the return on the time spent setting up a client’s intranet as opposed to the rather lucrative and well-known process of website development?
It is worth enumerating the added services which often go along with the product: installation, customization, AD/LDAP if applicable, setting up the infoblocks, dashboards, data population, setup of internal and external document libraries, and some amount of training and demonstration. Many users can do these things themselves, so, for the purposes of actually presenting an invoice or proposal to a client, an effective practice is to list a number of working hours and a few very specific tasks like installation, one or two training sessions (for the administrator and for the employees, for example), and leave some extra time for questions, first-time user issues, and other things that pop up anytime new software is introduced.
Intranets can easily produce income that is higher than your average per-hour rate, and because the license fees tend to be higher than for websites, and the yearly commission on license updates is higher. After installation and adoption, intranets tend not to be very exciting – they just work – like chickens and eggs.