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Home Blog Navigating the Entrepreneurial Journey: Lessons from an IT Professional Services Coach
23Oct

#37 - Navigating the Entrepreneurial Journey: Lessons from an IT Professional Services Coach
By Sonia Goss | Blog, Podcast, Real Talk With Outperformers, The Outperformer, Brad Eisenhuth, Ian Markram, Loading Growth, IT Professional Services, Coach, entrepreneurial career, IT services business | 23 Oct 2023 |
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In our latest podcast episode, Ian Markram, a successful entrepreneur and business coach, shared his insights and experiences on building and selling his own IT services business. From the challenges of scaling a consultancy firm to the importance of trust and education in selling services, Ian's journey offers valuable lessons for aspiring entrepreneurs and professionals in the professional services industry.

A snapshot of Ian’s entrepreneurial journey
Ian begins by sharing his background, growing up in South Africa and later moving to the UK. He started his career in consulting and developed a passion for learning and problem-solving. After working for a consultancy firm in the UK, he moved to Australia and started his own IT services consultancy firm, which he eventually sold to a large Japanese company. This experience laid the foundation for his current coaching business.

The key traits of a successful consultant
According to Ian, cultural fit is crucial in a consulting environment. Consultants need to be able to work well with colleagues and clients, quickly understanding their strengths and weaknesses. They should also have a deep understanding of their field and be able to communicate effectively with clients. Building trust and educating clients about the value of their services are also important traits.

Transitioning from being the sole salesperson to scaling a team
Ian emphasizes the importance of finding the right people to join the team and delegating responsibilities. While it can be challenging to let go of control, it is necessary for growth. He suggests focusing on owning the client relationship while hiring someone to handle sales and proposal development. This allows the business owner to still be involved while sharing the workload.

The most challenging aspects of his entrepreneurial journey
Ian reflects on the difficulty of letting go and handing over responsibilities to others. He compares it to raising a child and feeling a sense of attachment to the business. Additionally, he highlights the loneliness that comes with being a business owner and the pressure to constantly solve problems. Letting go and transitioning to a new phase can be challenging, but it is necessary for personal and professional growth.


The approach to learning and personal development after experiencing failure
After his first business venture ended, Ian realized the importance of continuous learning and personal development. He sought out coaches and joined communities focused on coaching and entrepreneurship. By learning from others and staying updated on industry trends, he was able to enhance his skills and provide better support to his clients. He emphasizes the value of investing in oneself and staying open to new opportunities for growth.

Ian's entrepreneurial journey is filled with valuable lessons and insights for business leaders and professionals. From the importance of cultural fit and trust-building in consulting to the challenges of letting go and embracing personal development, Ian's experiences offer guidance for navigating the entrepreneurial journey. By learning from his successes and failures, we can gain a deeper understanding of what it takes to build and grow a successful business.


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