Articles by Gary Pica

  1. Best Practices For Professionals: Attitude, Self-Image, And Self-Discipline 9/2/2014

    In his last series, Gary Pica focused on increasing managed services practices sales. In this four-part series, he shifts the focus to best practices for individuals that will make a positive impact on your businesses. Each week of this series, Pica challenges you to examine your own systems, methods — and habits — and consider changes, if needed, for the better.

  2. Best Practices For Professionals: One Day That Changed My Sales Career 8/25/2014

    In his last series, Gary Pica focused on increasing managed services practices sales. In this four-part series, he shifts the focus to best practices for individuals that will make a positive impact on your businesses. Each week, Pica challenges you to examine your own systems, methods — and habits — and consider changes, if needed, for the better.

  3. Best Practices For Professionals: Learn To Say No 8/18/2014

    In his last series, Gary Pica focused on increasing managed services practices sales. In this four-part series, he shifts the focus to best practices for individuals that will make a positive impact on your businesses. Each week, Pica challenges you to examine your own systems, methods — and habits — and consider changes, if needed, for the better.

  4. Best Practices For Professionals: Working Smart Vs. Working Hard 8/11/2014

    I wish that being successful in business and life was as simple as working harder. If that was the case, a lot more folks would get a lot more of the things they wanted out of life. The reality is that most people spend most of their time focused on things that will never get them closer to their goals. They justify this by thinking or telling other that those tasks “have to be done.”

  5. 5 Keys To Increasing MSP Sales Part 5: Believe In Change 7/28/2014

    Achieving dramatically different results requires taking dramatically different actions. More of the same won't get it done. The answer is not as easy as adding some new technical feature or as simple as hiring the right sales person. 

  6. 5 Keys To Increasing MSP Sales Part 4: Have A Sales Focus 7/21/2014

    I speak in front of IT providers at many live events each year. During these events I poll the audience to see how many people have a goal of increasing their managed services revenue and normally over 95 percent of the hands in the audience go up. Then I ask how many people have a dedicated resource focused only on adding new managed services agreements. Very few hands are raised.

  7. 5 Keys To Increasing MSP Sales Part 3: Raise Your Price 7/14/2014

    I hear all the time about how managed services is becoming or has become a commodity and other companies are pricing their service so low that you can't compete with them. And I'm sure you're thinking, “It's easy for you to say, but my customers in my market would never accept higher prices.” Blah, blah, blah.

  8. 5 Keys To Increasing MSP Sales Part 3: Raise Your Price 7/7/2014

    I hear all the time about how managed services is becoming or has become a commodity and other companies are pricing their service so low that you can't compete with them. And I'm sure you're thinking, “It's easy for you to say, but my customers in my market would never accept higher prices.” Blah, blah, blah.

  9. 5 Keys To Increasing MSP Sales Part 2: Sell “Your Company Way” 7/7/2014

    Let’s do a thought experiment: if a customer told you that they wanted the best possible IT support available and that money was no object what would you do?  What people, process, and technology would you deploy to achieve the best possible results?

  10. 5 Keys To Increasing MSP Sales Part 1: Don’t Sell Technology 6/30/2014

    Recurring revenue is the Holy Grail for managed services providers. Unfortunately it is the area of the business that most MSP’s struggle with. They either can’t sell enough new clients or they don’t attract the right types of clients or they can’t command the right price. I have devoted the last 20 years of my life to understanding, mastering, and teaching others the keys to growing recurring revenue.