Many of us have owned our businesses for numerous years and come from the Boomer Generation. Boomers are frugal for the most part, and were raised with dial telephones, three-channel television, and in a single-income family. We saved our leftovers, ate everything on our plates, and the stores were closed on Sundays. We grew up with a mindset of budgets, and when we got out of college it was the ‘70s. We listened to vinyl records, FM radio, and drove an American-made car.
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.
This is the third part of a three-part series. This installment deals with documenting your plan and driving communication through your team.
Q: How do you invite your team to be part of strategic planning? Coach: Instead of “invite,” “engage.”
Strategic sales is the process of taking your top few accounts and looking at them differently than you do your other clients. With these accounts, you want to jointly create a vision and a roadmap for the next three to five years. This includes not only what you can provide for them but also some of their other partners including their telecom and physical plant providers. Broaden your vision.
Recently a co-worker of mine forwarded a WSJ article addressing why it’s so hard to fill high paying tech sales positions. The article came as no surprise to me, as the sales positions I have been trying to fill the last couple of years have presented challenges. It’s hard to fathom why, in this economy, folks aren’t jumping at the chance to earn $75K+, right?
A new security breach seems to hit the news every week, and services providers must take proactive steps to make certain that they — or a partner provider — don’t unknowingly add an organization to the growing list of victims.
How do you invite your team to be part of strategic planning? Coach: Instead of “invite,” “engage.”
In the world of managed IT services, it never really seems to slow down. And when you’re constantly running at full speed, it’s easy to overlook certain risks and challenges that can put your success at risk. The good news is that these pitfalls both start and end with you — meaning you can avoid them if you know what to look for.
I remember when starting my business I purchased remote monitoring and management (RMM) software because the salesperson told me that I would be able to call my clients when their printer ink was low. I thought that was a great feature, so I bought the RMM tool. I figured if it could do that it should be able to handle the basics as well — even though I really didn’t understand what the basics were at the time