Solutions Providers: Whatever You Do, Don't Do This

By Gil Cargill, Sales Acceleration Coach

The “this” that I’m talking about is the practice that I’ve seen MSPs (managed services providers) and IT consultants repeat many times.  Tragically, each repetition costs the MSP and/or IT consultant a ton of cash.  The behavior that I’m talking about is the result of success that the MSP has had. Ironically, the more successful small MSPs are, the more rapidly they want to grow, hire more engineers, and enjoy more recurring revenue.

In their effort to grow their practice, they make the erroneous conclusion that they need to hire a salesperson. It is an erroneous and extremely expensive conclusion to draw. You see, the small MSP or IT consultant sells based on the amount of knowledge and expertise that they bring to every client’s situation. The more knowledgeable they are, the more contracts they get. The more contracts they get, the more recurring revenue they enjoy.

Now, their practice is at a point where they are handling as many clients as they physically can handle. There’s just not any more room in the day for one more client. They will then embrace the approach of hiring a salesperson. Here’s what happens next.

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