What is the buying process for SME companies for consulting services?

Hi, I'm new to HN, so I'm not fully aware of the etiquette here.

For context I'm an owner of a new consulting agency providing consulting services in the IT. I'm trying to understand what is the buying process for companies below 200 employees when it comes to IT consulting services.

Any insight on this topic would be helpful. Any articles or experts I could reach out to for consulting services would also be much appreciated.

Edit: Maybe I formulated my question wrong, or I'm going about this the wrong way. If you have any insights about that it would also be appreciated.