Expand Your Knowledge
Be an avid reader of trends and happenings in the MSP field. Join discussions on the issues and offer your opinion. Soak up as much as you can on topics that you do not know about or understand. Take courses and attend conferences. Write an article on a subject that you need to learn more about which will force you to do some research.
One professional stated recently, “I was not as knowledgeable about VoIP systems as I should be until I was asked to be on a panel of service providers to help customers learn about and make wise choices for their businesses. It made me take a look at that area of our business and make changes so that we can now offer it in our suite of services.”
Focus on Your Strengths
Most MSPs have an area in which they are highly proficient and add great value. Look for ways to tie in other areas to that strength so that you are able to provide a sense of a ‘well-rounded’ set of offerings for your customer.
For example, if you are good at networking monitoring and management, add asset management to your service offering line card by leveraging your network discovery and reporting capabilities.
Create Strategic Business Alliances
The ability to subcontract for things that you do not do helps provide your clients a full range of services. You can also use this method while you ramp up your business to be able to offer these services yourself in the future if it makes sense. Another benefit of this is that you look larger in the eyes of your clients and prospects. Ask which comment you would rather have said of your business: “They seem pretty small, I’m not sure they could handle this.” Or “I like what I see in their offerings and think they would do a good job.”
Make sure that any business agreements are clearly spelled out in a document that is acknowledged and signed by both parties before proceeding with this type of a plan.
It’s time to be the best MSP that you can be through your ability to service your cleints to address any need that they have. It is good for you and them, and it will help you grow your business at the same time.
Learn more about MSP University's philosophies on partnering to broaden your solution stack to become the trusted advisor that is perceived by your clients as their business partner with the ability to marshal the resources necessary to meet all of their current and future business needs in MSP University's The Guide to a Successful Managed Services Practice - What Every SMB IT Service Provider Should Know...
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MSP University
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