We had a great debate in our Banff Workshop about timing one’s IT Strategy correctly when meeting with new prospects. Some people were adamant the IT Strategy meeting be a requirement to even sending a proposal, while others were more inclined to implementing an IT strategy creation process after the onboarding, after we fix all the client’s technical issues.
This is often the case in a workshop, when everybody was right but in conflicting ways. Let's see how to best approach this question.
One of the hot topics in the bootcamp was a typical MSP issue - managing client agreements. The problem gets verbalized in different ways: "I have many new services I would like to sell to existing clients" or "I have to re-onboard all of our customers because the agreement is very old" or "I want to increase our prices to reflect the improvements and additional tools we introduced" or "I barely make any money and I need to renegotiate our prices".
Sound familiar? We’d like to introduce a systematic approach to solve this problem for now and the future.
We just finished our first ever live 3 day Managed Service Productization boot-camp in Banff, Canada. With 25 participants we worked to crack the code in scaling up the managed services. Jam-packed with real work, the workshop groups created amazing content and generated ideas that have been sparkling. I wanted to capture some of the more intriguing ideas the MSPs came up with.
I’ll be elaborating on these topics in upcoming weeks, since I see each topic as worthy of more than a blog post, but here are the main ideas. These are my personal Ah-ha! moments.
MSP 2.0 blog
The BLOG discusses more about the future of doing managed services in the Cloud era. Design, develop services, create value propositions, manage the sales funnel, deliver the services, create a world class team, and win.