Circle Square holds one high standard for every client, and anyone who wants a real conversation with us gets one.
When Ric Wallace and I started Circle Square almost six years ago, we talked a lot about what kind of company we wanted to be. A lot of that conversation was about engineering, security and service. Some of it was simpler than that. We wanted to be the kind of company people feel good about calling, even when they aren’t ready to buy anything.
That second part has turned out to matter as much as the first.
A high standard and an open door
Most of us have had the experience. You walk into a good shop, look at something you have no plan to buy that day, and nobody makes you feel like you’re wasting their time. They show you the work. They answer your questions. They talk to you like someone who might be back.
You remember those places. Years later, when you are ready, that’s where you go.
I think that combination is harder to pull off than it looks. Keeping the bar high is one kind of discipline. Keeping people comfortable while you do it is another. We work at both.
How we try to do it
At Circle Square, every client gets the same standard. It’s written down in the Circle Square Standard, and it doesn’t change based on how big you are or how long you’ve been with us. We’re also not the cheapest option, and I’d rather say that up front than let anyone find out later.
But anyone can have a real conversation with us. The easiest way in is the Downtime Ledger: about 60 minutes with one of our engineers, using your numbers, to work out what an hour of downtime actually costs your business. You get a short written report afterward, and you keep it whether you ever hire us or not.
That’s our version of showing you the work. No pressure, no pitch deck, and something useful to take home either way.
When there’s groundwork first
Sometimes a business has a few things to sort out before a managed IT partnership makes sense. That isn’t a judgment of the business. It usually comes down to timing.
Maybe some software needs proper licensing. Maybe the hardware is past warranty, or the backups haven’t been checked in a while. Maybe the owner is still deciding how much technology should be part of how the company grows. All of that is normal, and all of it changes.
When that’s where things stand, we say so plainly, explain what it would take, and stay in touch. If you want help getting there, we’re glad to talk about that too.
One prospect told me he shops his IT provider every year to keep them honest and make sure he’s getting a good price. I understand the instinct, and I respect anyone who watches their spend. My view is that the first six months to a year with any new provider is mostly cleanup, and the real value shows up after that. If he ever wants a partner for the long run, we’ll be here.
Why the long view matters
The clients who were with us on day one are still with us, and so is everyone who has signed since. We’ve never lost a client.
I don’t think that comes from anything fancy. I think it comes from being consistent: the same standard for everyone, clear answers even when they’re inconvenient, and enough patience to let the timing be right instead of forcing it.
I wrote a sales book built on that idea, Ask First, Close Last. Ask good questions. Listen to the answers. Tell the truth. The right relationships take care of themselves, sometimes now and sometimes a few years down the road.
If you’re curious about how we work, you don’t need to be ready to buy. Come say hello.
One standard. Every client. The door is always open.
Whether you’re ready now or just curious, talk to me directly. circlesquareconsulting.com/contact-us
Book: Ask First, Close Last: A Sales Book for People Who Hate Selling. https://a.co/d/0gCq8OBS