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I'm down for a White male-lead IT services company, all-in. I previously was one of the owners of an IT services company for a decade, and our biggest problem wasn't attracting technical talent, especially White males. Getting tech things done and done right was never an issue. The biggest hurdle we faced was finding sales talent. In 10 years we never had anyone who could effectively sell our services.

IT service companies can't survive on a customer base of small to medium businesses. Those customers expect the world for $7.95 a month and are slow to pay, and sometimes don't pay at all. They're break-even at best. Also, you're always being compared to bigger service companies that can usually do more with less because they can do volume business with small to medium businesses, because they have large contracts to back that up.

And that was our core issue, we struggled because we didn't have the connections and clout to land a competent sales guy who had the connections and clout to land us large contracts. This meant we were shifting focus and priorities as needed to keep things afloat, which in turn created confusion among customers and even employees about what exactly we did.

In the middle of last year my business partners decided once again they wanted to shift focus to something I wasn't interested in, so I sold my share. Exactly one month later I landed a job doing Linux server stuff making 2.5x my previous self-employed salary.

So, if you want to start an IT services business, you have to base it around someone's sales capabilities. Until you have that, you don't really have a business.

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