Network Surveys: A Multipurpose Tool for Techs3 Jul, 2006 By: Eric Stavola, Witt Company imageSource
Network Surveys: A Multipurpose Tool for Techs
would like to take this opportunity to talk about what I believe is one of the
most underrated tools in our business today, the Network Survey. Oh sure, to
some the network survey is simply a useless formality that is seen as “just some
added paperwork” with little to no importance. However, if used and written
properly, the Network Survey can be your own personal gateway into professional
The increase in the demand for digital products has sparked an increase in
the demand for specialized services and installations. We are not just placing a
box in a certain location anymore. We represent ourselves as consultants and
experts in the field of document imaging. Such bold statements lead to the sale.
As we know, time is money and our goal is to have the network installation of
our products go smoothly, seamlessly, and as fast as possible. Utilizing a
Network Survey will aid in this process and inform technicians about the kind of
environment they will be working on.
A Network Survey is a brief statement and overview of the potential client’s
network. This survey should be no longer than one page long and always filled
out by the customer’s IT/MIS personnel. Every company should develop their own
personalized survey that can be customized to best fit the needs of your
Even more importantly, you are displaying a higher level of competence to
your potential customer. By having an up-to-date survey, you are showing your
customer that you have the expertise to handle any and all of their network
issues and/or concerns. Below is a list of items that are sometimes left out of
the Network Survey:
Legacy Applications: Older applications may need a bit more attention
during installations. Knowing about them upfront allows for a smooth transition.
IP Address: Any connected device on the network is going to need an IP
address. By asking for it in advance, you send a message of professionalism to
the client. If your customer has no idea what an IP address is, then this opens
up for you to offer network services as a value add to your customer, at a fee
Signature Line: Have your customer sign off that everything is working
correctly. Also include a brief statement that any necessary changes made from
this point forward may be chargeable at the rate of X per hour. This opens up
for service revenue down the road when call back occurs.
Personal Service: Would you ever fax or email a quote on a copier to
someone? Most of us would answer no, stating that it is always best to get “up
close and personal” with your potential client. Filling out the survey in person
develops rapport and, more importantly, allows for your sales engineer to
promote your value added services to your client as they see fit.
In this day and age of the value added sale and the highly touted solutions
provider, everyone seems to be looking for that edge. A proper and effective
Network Survey can be that edge. Remember your survey is a reflection of your
company. It sometimes is the first written item ever seen by your potential
customer. We sell technology, your Network Survey should reflect it.