When presenting Managed Services offerings to your existing clients, you may need to conduct several appointments in order to successfully illustrate their benefits and ease the decision for them to transition to your new service delivery model. You won't want to introduce your Managed Services Agreement during the first client meeting, as that meeting is used to introduce the Managed Services concept to them and how it works (see Selling Managed Services to Existing Clients).
During your second meeting with the client, you will work with them to determine how much they may be losing each month in service and benefit by NOT accepting Managed Services through a comprehensive cost/benefit analysis (see The Guide to a Successful Managed Services Practice).
Upon completing the cost/benefit analysis, in many cases you will be able to reflect savings through a flat-fee based Managed Services arrangement – which should make it very easy to get your client's signature on your Agreement. You can usually bundle in savings obtained from including additional value-added services to help in the analysis, such as Integrated T1's, etc.
During this second meeting with the client, conduct the cost/benefit analysis by gathering required information such as the time they spend managing their vendors, and monetize the savings available by allowing you to perform this function. Thank the client for their time and let them know you are going to compile the results of the analysis in order to provide them a quote. Set up an appointment to come back and deliver the Managed Services quote – at which time you can again impress upon them the value of pro-active services delivered at a flat fee per month, allowing them to budget for their IT costs for the entire year without extraordinary fluctuations. Your remotely-delivered support services will provide your clients faster response and resolution times, and allow them to focus on running their business, while you focus on handling their vendor issues and keeping their technology operating smoothly.
Remember to summarize your client’s Managed Services benefits just before you present the quote and Agreement:
- Experience Increased Operational Efficiency
- Reduce and control their Operating Costs
- Cost-effectively gain access to enterprise-level support and response
- Experience minimized downtime
- Can now focus on running their business, not their vendors
- Realize peace of mind knowing their network is being monitored 24/7
The Benefits of Managed Services for the You
Does the process of transitioning your existing clients to Managed Services seem like a lot of work? Don't forget your own benefits to having your clients on a Managed Services Agreement: You’re able to bill each of them in advance each and every month, perform your services proactively, remotely, and can focus on delivering solutions to your clients that continue to lower their costs, improve their efficiencies and mitigate risk. All of these benefits strengthen your position as a Trusted Advisor and true Business Partner with your clients.
Erick Simpson
MSP University
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