Do Your Prospects Think You’re Too Small?

Are you losing out on new deals because your prospects think you’re too small? Are you losing deals because you think you’re too small to get bigger customers?  Read More … [Read more...]

Company Growth—How MSPs Help Manage the IT Pain

What is your managed service provider (MSP) doing to proactively assist your customers as they grow?  Read More … [Read more...]

Should You Leave Patching to Your End Users?

Every so often, I see people asking the question: Should you let users be responsible for patching their own computers? The simple answer to this is no.  Read More … [Read more...]

Selling the MSP Dream

There is a phrase popular in sales, “Selling the Dream”. It frequently refers to selling the customer on some idyllic outcome whether or not they need it. In the case of technology, it can also sometimes be used sarcastically to poke fun at the gap between what sales says a product will do and what it actually does. Read More … [Read more...]

Capturing lost revenue with a service desk

Any business that delivers a product or service must keep track of their inventory in order to be profitable. For the managed service provider this can be difficult because their primary inventory resource is technician time. One of the problems however is that MSP's quite frequently have two types of customers. They have managed services customers who are billed a flat rate monthly, using … [Read more...]

How to Make Events Work for Your Business—Inspire Don’t Sell

With the increased use of digital and mass media communication, more and more customers and prospects are craving face-to-face interaction. Many of you have already embraced video as a way to do this, but video still has a disconnect because it’s a one-way communication. You should also be doing regular business reviews with your managed clients. But again, while this is extremely … [Read more...]

Managing reporting to build customer confidence

How do your customers know what services you are providing? What level of detail do your invoices illustrate? These are important questions with a wide range of answers.   Read More … [Read more...]

MSPs—Should You Charge for Quotes?

I often get complaints from MSPs who say they worked up an entire quote to redo an office or multi-location network, only to find the customer went off and purchased everything on their own. The next question invariably is, “Should I charge for my quotes?” My answer is always the same. No, you should not charge for your quotes. However, it is perfectly acceptable to charge for your designs. This … [Read more...]

As an MSP, How Do You Charge for Travel?

Making sure you cover your costs of doing business is critically important. There are many costs that remain consistent from client to client, but one that does not is travel.  Read More … [Read more...]

When customers grow big enough for in-house IT, MSPs can still grow with them

If you are doing a great job for your customers and they are good at what they do, eventually they will grow. They may even grow large enough to need internal IT staff; however, this doesn’t have to mean you will lose your customer.  Read More … [Read more...]