MSP Business School

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This episode of MSP Business School serves as a follow up to last week's Special Edition episode (episode 45). A few weeks ago, Robb and Tim joined Brian for his monthly learning series at vCIOToolbox to talk about the future of sales in a post-pandemic world. In this episode, the guys answer some follow up questions that came from that webinar and dive deeper into a few important sales topics they come across on a regular basis.

Prospecting changed dramatically when the pandemic upended our lives and sent most of us to home offices. While sales meetings have been conducted almost exclusively virtually for the past year, this will soon be behind us (hopefully), and a new sales model will emerge. Are you ready? For this special episode of MSP Business School, your hosts Brian Doyle, Robb Rogers, and Tim McNeil discuss the future of sales as a part of vCIOToolbox's monthly learning webinar series. Robb and Tim talk about the strategies they're beginning to employ with their teams at OSR and the changes that sales teams should be expecting. They share the steps that every MSP should consider in order to set their teams up for long term success. 6:51 – Tim and Robb share their expectations for sales post-Covid. They talk about their experiences in sales pre-Covid and how those were changed during the pandemic, both positively and negatively. They also discuss which Covid-era practices they see sticking around. 14:53 – Brian, Tim, and Robb talk about the benefits of tools such as email campaigns and LinkedIn Sales Navigator, and how they're being used differently today than they were a year ago. They discuss how to employ LinkedIn most successfully and how they see it continuing to be useful in the upcoming land grab. 29:26 – Tim and Robb go into the differences between how virtual meetings and onsite meetings were viewed pre-pandemic versus now. They dive into how the expectations have shifted and where they see the trend going. 38:50 – Robb and Tim remind us of the importance of building stories around your MSP, giving us excellent examples on how to do that effectively. 47:35 – Robb and Tim tackle questions from an audience member about virtual events and how to implement them, and also about how to effectively use business groups to grow your network.

Jamie D'Agostino is the Founder and CEO of Netology, an MSP out of Stamford, CT. Having been in business for nearly two decades, Jamie is no stranger to the various types of specific and individual requests MSPs encounter. In this episode of MSP Business School, Jamie shares an example from his own life about the importance of setting defined boundaries with your clients. 1:50 – Jamie gives us some background on Netology and how they've operated for the past 18 years. He talks about the changes he's seen in the industry, specifically around the conversations he's had with potential clients in recent years, and gives us some insight into which partner vendors he sees the most referrals coming from. 7:28 – We talk about the changes the pandemic has had on Netology, including both the negative and positives impacts. Jamie shares that it was a very busy year for them, and that although several of their clients experienced downsizing, they weren't too negatively affected because of the heavy load of projects they've been completing. 15:53 – Jamie tells us about an account he recently lost that had a major impact on his company. He lays out the difficulties they had with this particular client, sharing that the revenue wasn't worth the amount of extra work they were being asked to do. Jamie and the hosts discuss the importance of boundary setting within a contract, and the even greater importance of keeping those boundaries. 21:14 – We wrap up the episode with a discussion about the parallels between client relationships and romantic relationships, and the telltale signs that a potential new client may not be the best fit. Jamie leaves us with a reminder to take it easy on ourselves, and urges us to remember that even though we're coming out of the pandemic, it's been a very tough year on everyone.

In this episode of MSP Business School, Dave Cava shares with us how a vertical focus delivers tremendous payoffs. Centered almost exclusively on the financial sector, Dave and his partner grew Proactive Technologies into a very successful MSP: in the span of just 11.5 years, they were bringing in $10 million annually before a very profitable acquisition in 2019. While many MSPs are hesitant to have such a narrow approach and instead choose to remain generalists, Dave reminds us that being the top expert and "go-to" business in a single, particular field provides an unparalleled advantage. Show Notes

Ross Brouse is the president and COO of Continuous, an IT company specializing in "making IT personal." As someone who's always curious about how things work, Ross shares his experience with the delicate balance between being involved in all aspects of your company and trying to control every outcome. He gives us a glimpse at how the DEY (Do Everything Yourself) approach taught him some very valuable lessons about the importance of letting go and trusting your team. 1:36 – We talk with Ross about his path to the MSP world, how quitting a job was the best decision he ever made, and why flexibility matters when it comes to your MSP's operations and offerings. Ross also shares his journey from film school to IT, and how running an MSP is incredibly similar to making a movie. 6:16 – We discuss the things that make Continuous unique, and how their team managed to shift from the commodity world to the consulting world. Ross also shares how Entrepreneurial Operating Systems changed the way he approaches everything about the company – not just with clients, but internally as well. Ross tells his engineers that they are "80% psychologist and 20% technologists" and that as long as they keep that in mind, they'll do the right thing. 10:45 – Ross shares a story about how losing $200K on a single salesperson was the wakeup call he needed in order to finally get the company's sales and marketing on track… and how to avoid that mistake yourself. 20:30 – Ross explains how consistent discipline and owning responsibility for every success and failure at the company helped him break out of the cycle of control and ultimately find growth and success. 23:13 – Ross updates us on how this mindset shift and pivot are going, and leaves us with parting thoughts about growth and change.

In this episode, MSP Business School's hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down for a roundtable discussion about three of the trends they're seeing for MSPs in 2021. Brian, Tim, and Robb offer their insight, advice, and predictions about everything from what an MSP needs to consider before making the shift to becoming an MSSP, to what the future of sales will be in a post-Covid world.

n this episode, we talk with Tim about the strategies Switchfast employed to keep business growing through the pandemic, focusing on the importance of improving current client relationships. He walks us through the M&A process that contributed heavily to the company's growth, pointing to the methodical due diligence of Switchfast's CEO as the number one reason for its success.

After running MSPs for the first half of his career, James Kernan found himself speaking at conferences about his experience growing and selling businesses. Fifteen years later, his consulting firm has become one of the most successful management consulting firms in the country.

Kevin Clune is passionate about helping Managed Service Providers learn from his own experiences in the industry. As the former Operations and Marketing Director of a US-based Managed Services company (which he helped grow to an eventual acquisition in 2018), Kevin has first-hand experience with the challenges facing MSPs. Kevin began writing a blog immediately after this exit, focused solely on educating other MSPs and offering resources he wished he'd had when he was starting out. This grew into MSPGrowthHacks.com, a service where Clune and co-founder Paul Green (another ex-MSP Exec) share with other MSPs how they turned their struggling IT Businesses upside down, grew revenue, cultivated profit, and ultimately successfully sold their businesses. In this episode of MSP Business School, we chat with Kevin about MSP Growth Hacks, their brand new, in-depth, and exhaustive resource MSP Growth Guide (a publication that gathers all resources available to MSPs into one central, easy-to-use pamphlet), and the mindsets that are crucial for all MSPs to adopt. We dive into out-of-the-box strategies MSPs can employ when growing their networks – including how to leverage relationships you may not traditionally consider – and focus on how to foster a community that shares resources rather than hoard them. We explore a turning point in Kevin's career that helped him shape this mindset of abundance in client and vendor relationships and launched him into an exploration of connections with people outside of those he was transacting with, to the benefit of his MSP. We talk about how addressing the pain point for a vendor led to an extended network of new clients and new contracts. We wrap up with a brief discussion about what we can expect from MSP Growth Hacks in the near future – spoiler alert: we've got a very exciting resource to look forward to that is certain to be a game changer.