We kicked off with a straightforward explanation of what the dark web actually is. Tony clarified the distinctions between the open web (the visible internet we all use daily), the deep web (pages that aren’t indexed by search engines and require authentication, like online banking portals), and the dark web. The dark web is a hidden section of the internet that’s intentionally obscured and often requires specific software, like Tor, to access. While it’s not exclusively for criminal activity, the dark web is a hub for illegal activities, data trading, and stolen information—everything from personal credentials to corporate data can be bought and sold there. 

Tony shared why MSPs should be particularly concerned about dark web monitoring. He emphasised that most MSP clients don’t realise just how vulnerable their data is or how easily it can end up on the dark web after a breach. He recounted how MSP Dark Web was born out of frustration with other vendors and security tools, which weren’t doing enough to protect his clients. Now, his platform allows MSPs to monitor their customers’ domains and personal emails to detect stolen credentials and alert clients before damage is done. With Tony’s dark web monitoring service, MSPs can see if sensitive client information is being circulated on the dark web and act quickly to advise their clients on securing or updating their credentials. 

One of the core themes we discussed was how to present this information to clients. For many business owners, technical jargon about dark web monitoring or data breaches goes over their heads. Tony shared that MSP Dark Web provides a comprehensive marketing toolkit for MSPs, which includes email templates, leaflets, and other resources to help MSPs communicate the importance of dark web monitoring in a simple, understandable way. This helps MSPs position dark web monitoring as a proactive, essential service that can protect businesses from potential cyber threats. 

During our chat, Tony highlighted a sobering statistic: his database contains 149 billion emails and 88 billion passwords from data breaches worldwide, and this number grows every day as new breaches occur. His platform also tracks “session cookie data”—which can allow attackers to access accounts even if two-factor authentication (2FA) is enabled. This was a real eye-opener, and Tony advised listeners to avoid the “remember me” option on websites and to regularly clear their browser’s cache and cookies. These steps may seem small, but they can make a big difference in protecting your information from dark web exposure. 

Another crucial point Tony shared is the importance of educating clients about the risks associated with reusing passwords. If a password is stolen from one site and a client uses that same password elsewhere, cybercriminals can potentially access multiple accounts. Dark web monitoring allows MSPs to detect compromised credentials in time for clients to change their passwords, rendering the stolen data useless. 

We also delved into the misconceptions around cybersecurity stacks, particularly the tendency of MSPs to “stack fiddle,” as Paul Green has called it. This occurs when MSPs add endless layers of security tools without a cohesive strategy. Dark web monitoring doesn’t necessarily overlap with other cybersecurity measures in an MSPs stack; it complements them by focusing on external threats. Rather than just looking at data within a business, dark web monitoring looks outward, alerting MSPs to information that might have been exposed in breaches they wouldn’t otherwise be able to track. 

Towards the end of the episode, Tony emphasised the growing importance of dark web monitoring for everyone—not just those with large bank accounts. Cybercriminals don’t just target wealthy individuals; anyone can become a victim. For instance, attackers can exploit simple pieces of personal information, like a preference for dogs over cats, to manipulate victims. This was a stark reminder that every MSP should consider dark web monitoring as an essential part of their security offering. 

In summary, Tony Capewell made a compelling case for why dark web monitoring is a must-have service for MSPs. It’s not just about selling a new tool; it’s about proactively protecting clients and building trust. With resources like MSP Dark Web, MSPs can offer their clients peace of mind by ensuring that if their data does appear on the dark web, they’re immediately informed and can take action to secure their information. If you’re an MSP looking to strengthen your cybersecurity stack and communicate its value to clients, dark web monitoring could be the solution you need. 

Connect with Tony Capewell through their website by clicking HERE 

For full details of our Business Blueprint Workshop on Tuesday 3rd December, click HERE. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

Our conversation opens with Josh explaining why so many MSPs find recruitment such a challenging task. He points out that MSPs often carry a reputation for intense, fast-paced environments that might deter potential candidates who are looking for a better work-life balance. This, coupled with the industry's persistent skills shortage, makes recruitment even more complex for MSPs. Josh goes on to share insights on what MSPs can do to tackle these obstacles head-on, starting with how they present themselves to potential recruits. He notes that recruitment in many ways mirrors marketing, as it requires MSPs to sell not only the role but also their culture and work environment. An effective job advert, according to Josh, is not merely a list of required skills; it’s an opportunity to communicate the unique qualities of your MSP and why it’s a great place to work. This simple but often overlooked detail can make all the difference in attracting the right candidates, especially if you can convey the potential for career progression and the supportive, dynamic atmosphere within your MSP. 

A significant part of the discussion centres around the value of using free advertising options effectively. Job boards like Indeed and Glassdoor can be valuable resources, but Josh cautions against simply copying and pasting job descriptions without thought. He advises MSPs to craft engaging, well-written adverts that highlight what’s appealing about working for their business, from the types of clients they work with to the opportunities for professional growth within the MSP. To avoid being swamped by unqualified applicants, Josh suggests using screening questions on job boards that encourage candidates to provide more than a yes-or-no response, allowing you to quickly gauge their enthusiasm and suitability for the role. 

We also explore the benefits of using your website and social media as free recruitment tools. Josh points out that MSPs often overlook the value of advertising open roles directly on their website, which not only attracts candidates but also demonstrates to clients that the MSP is growing and investing in its future. Additionally, Josh emphasises the importance of using social media platforms like LinkedIn to showcase your MSP’s culture. Posting about company events, employee achievements, and team-building activities provides potential candidates with a glimpse into life at your MSP and can be a powerful way to attract people who align with your company values. LinkedIn, originally created as a recruitment platform, remains a crucial space for MSPs to build their brand and engage with potential recruits. 

Once candidates start applying, having a structured interview process becomes essential. Josh and I agree that a structured interview ensures consistency and makes it easier to assess candidates against the skills and qualities you need. Josh advises having a well-defined process that includes a mix of technical and aptitude-based questions to help you understand the candidate’s diagnostic skills and approach to problem-solving, which are crucial for roles in MSPs. Another helpful tip is to ask candidates about their proudest achievements and challenges they’ve faced, as this can reveal how they may perform under the demands of an MSP environment. As Josh explains, the goal is not to trip candidates up but rather to understand their strengths and gauge whether they’d thrive in the role. 

As we discuss interview techniques, we touch on the importance of selling your MSP to the candidate during the interview. In today’s competitive market, candidates are evaluating potential employers just as much as they are being evaluated themselves. By sharing your MSP’s vision, the benefits of working with your team, and how you support employee growth, you leave candidates with a positive impression and a better sense of what your MSP can offer them in the long run. This episode provides several steps that MSPs can implement to improve their recruitment process without incurring additional costs. From leveraging social media to carefully structuring interviews, these strategies not only help MSPs recruit more effectively but also enhance the overall perception of their brand. 

Now that you know how to recruit for free, listen on to Episode 164, You’ve Found the Right Candidate… Now What? with Meg Fenney, where we dive into onboarding strategies and how to nurture your new hires once they’ve joined your team. This episode complements today’s discussion by helping you make the most out of the talented individuals you bring into your MSP. 

You can reach out to Josh Wood through his LinkedIn profile HERE or you can also email him at josh.wood@beaumont-it.co.uk   
Check out Beaumont IT through their website HERE. 

For full details of our Business Blueprint Workshop on Tuesday 3rd December, click HERE. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

One of the key takeaways from our conversation is the importance of understanding whether bidding is right for your MSP. Louise Howson made it clear that bidding isn't just for the big players. Smaller MSPs can absolutely take part and succeed in this process, provided they approach it with the right mindset and preparation. She emphasized that while bidding can seem risky and time-consuming, there are plenty of opportunities in both the public and private sectors that are more accessible and less intimidating than you might think. The trick is to recognise when a tender is worth pursuing and when it might just be a time-wasting exercise.

Louise shared some fantastic advice on how to determine if a bid is genuine or simply a fishing expedition. If a proposal seems to come out of the blue with tight deadlines, it’s important to trust your instincts. If the requirements aren’t fully fleshed out or the request seems vague, it might be a red flag that the client is either unsure of what they want or just looking to compare prices. Louise advised that you should always weigh up the potential return on investment before committing significant time and resources to a bid.

We also discussed the practicalities of bid writing. Louise Howson is a big advocate for building a bid library—a collection of pre-prepared answers and documents that you can tailor to specific bids. This not only saves time but also ensures consistency and quality across your submissions. She highlighted the importance of clearly documenting your services and understanding how they help your customers. It's not just about what you do, but how it benefits the client. This is a drum we often beat here at IT Experts—knowing your value proposition inside out is key to success, whether you’re marketing your services or bidding for new business.

Louise also touched on the importance of preparation. She likened the bidding process to a project, where planning is everything. From checking the timelines and ensuring you have the right team in place, to thoroughly reading and understanding the questions and the scoring matrix—these steps are crucial. One of her top tips is to leave enough time for someone else to review your bid. Fresh eyes can catch mistakes and ensure that your responses are clear and aligned with the client’s needs.

And for those wondering about the role of AI in bid writing, Louise Howson advises some caution. While AI tools like ChatGPT can be helpful in overcoming writer’s block or providing a framework for your answers, they shouldn’t be relied on entirely. A human touch is essential to ensure that your bid is tailored and genuinely answers the client’s questions. Over-reliance on AI can lead to generic, fluff-filled responses that won’t stand out in a competitive tendering process.

So, if you're an MSP considering getting into the world of bidding or looking to improve your success rate, this episode is packed with practical advice. From qualifying opportunities to preparing your bid and avoiding common pitfalls, Louise’s insights can help you navigate the process with confidence. Remember, even if you don't win a bid, the experience and feedback can be invaluable for future opportunities. 

If you need help with your bidding strategy, you can connect with Louise Howson on LinkedIn here or through her website HERE.

Want to be part of the IT Experts Podcast AND win a £200 Amazon voucher? Drop your question HERE

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people, and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!  

In this episode, we learn how being a member of The MSP Growth Hub helped influence the transformation Simon’s business. Simon shares how revamping his business model, making strategic hires and implementing robust systems allowed him to step back without sacrificing service quality or business growth. His story is a testament to the power of strategic planning and the right support, proving that MSPs can indeed flourish financially whilst achieving a better work-life balance. 

Simon’s journey with The MSP Growth Hub began in 2019. At that point, his business, which had been operating for over two decades, was feeling the strain of a classic owner-operated model—intense, hands-on, and leaving little room for personal time or strategic development. Cipher IT was a typical lifestyle business until embracing the structured support at the Growth Hub, which helped propel it into the realm of a 7-figure MSP. Simon credits the Growth Hub with providing the insights and accountability needed to pivot from daily operations to a more strategic role. 

A pivotal element of Simon’s success was adopting the "Owner Not Needed" philosophy, which is central to our teachings at the MSP Growth Hub. This approach focuses on building a business that works for you, rather than you for it. For Simon, this meant restructuring his team, delegating technical tasks, and stepping into a more visionary role, focusing on sales and future growth while trusting his team with the operational reins. 

Throughout the episode, Simon discusses the specific strategies and changes that facilitated his shift to a four-day work week without compromising business performance or client satisfaction. His ability to maintain a 7-figure MSP while enhancing his quality of life is inspiring. It highlights the effectiveness of having a reliable team, understanding your business metrics, and having a steady flow of leads—all ingredients for a successful MSP. 

Listeners will gain insights into how structured off-grid times, strategic team meetings, and clear delegation can transform an MSP from a demanding day-to-day grind to a more balanced and profitable business. Simon’s story is packed with practical tips for MSP owners who aspire to scale their operations while also reclaiming their time—making this episode a must-listen for ambitious entrepreneurs. 

Simon’s journey from hands-on technical work to strategic management showcases the growth potential within the MSP sector when driven by informed leadership and robust support systems like those provided by the MSP Growth Hub. His success story not only motivates but also serves as a blueprint for other MSP owners aiming to scale their businesses to 7-figure revenues without sacrificing their personal lives. 

For those looking to replicate Simon’s success, the key takeaway is the importance of aligning team roles with business goals, focusing on strategic delegation, and making time to work on the business rather than just in it. Simon’s transformation into a 7-figure MSP leader who enjoys a four-day work week is not just aspirational but achievable with the right guidance and mindset. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

During one of our recent two-day intensive sessions, Julie shared some statistics about MSP leaders and their lack of regular one-to-ones with their teams. Shockingly, only about 50% of those in the room admitted to conducting regular one-to-one meetings with their team members. This means that half of them are missing out on a golden opportunity to build trust, enhance performance, and foster a culture of accountability and autonomy.

Julie Hutchison emphasised the importance of these conversations, highlighting that as your business grows, so does your need to rely on your team. You can't do everything yourself, and the key to scaling successfully is to build a team that is not only capable but also confident and collaborative. By conducting regular one-to-ones, you create a space where team members feel heard and valued, which in turn encourages them to take ownership of their roles.

A key takeaway from our conversation is the idea of being "interested, not interesting." Julie pointed out that many leaders avoid conversations with their team because they feel they don't know what to say or fear conflict. But the beauty of these meetings is that they're not about delivering grand speeches or only addressing issues; they're about listening. Julie Hutchison advises approaching these conversations with genuine curiosity about what your team members have to say. Ask them about their goals, what they're working on, and how they feel about their progress. It's about building trust by showing that you care about their input and development.

One of the key points Julie made was that regular one-to-ones should not be seen as formal, intimidating events. Instead, they can be casual conversations, whether in the office, over coffee, or even during a car ride. The important thing is to create opportunities for dialogue, where team members can express their thoughts and ideas freely. This approach not only takes the pressure off both parties but also encourages a culture of open communication and continuous improvement.

Another gem from Julie Hutchison was her advice on the "coaching style" of conducting one-to-ones. This involves using a framework like the GROW model, which encourages team members to reflect on their goals, assess their current situation, explore options, and commit to action steps. By guiding them through this process, you're not just telling them what to do; you're helping them develop problem-solving skills and a sense of responsibility for their own growth.

It's important to remember that these conversations are not just about addressing problems. They're also about recognising achievements, sharing updates on company goals, and aligning everyone with the business vision. When team members understand the bigger picture and see how their work contributes to it, they become more engaged and motivated to succeed.

Julie Hutchison's insights highlight the transformative power of communication in building a high-performing team. By making regular one-to-ones a priority, you're investing in your team's development and, ultimately, the success of your business. So, if you're an MSP leader who's been avoiding these conversations, take that first step today. Book that initial meeting, keep it informal, and focus on listening and learning from your team. As Julie wisely said, be interested, not interesting. This simple shift in mindset can lead to a more empowered, engaged, and effective team.

Remember, building a business that works for you starts with creating a team that can thrive without you constantly steering the ship.

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.

OR

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE

Until next time, look after yourself and I’ll catch up with you soon!

Seamus Lennon, VP of Operations at ThreatLocker, joins us to debunk common security myths and reduce the anxiety many MSPs feel about their security measures. Based in Dublin, with their headquarters in Florida, ThreatLocker has been at the forefront of zero trust endpoint security solutions for over eight years. With a rapidly growing team and an impressive client base of over 50,000 businesses that they work with, ThreatLocker is a significant player in the cybersecurity industry.

The current threat landscape is evolving rapidly, with a 48% increase in ransomware attacks (Q1 2024 alone) since last year. Modern ransomware attacks now often involve data exfiltration, making them even more damaging. This shift means that MSPs need to focus not only on preventing downtime but also on protecting their clients' data from being stolen. MSPs must be vigilant as attackers are using legitimate software tools like PowerShell and 7-Zip to carry out malicious activities, therefore bypassing traditional antivirus measures.

One of the key takeaways from our conversation is the importance of a layered security approach. Seamus emphasizes that relying solely on traditional security measures like antivirus software is no longer sufficient. MSPs should start by reviewing their security layers and ensuring they have comprehensive coverage that includes endpoint protection, application allowlisting, and elevation control to manage administrative privileges. These layers work together to block threats and restrict unnecessary access, significantly reducing the risk of breaches.

When considering what cybersecurity products and solutions MSPs really need, Seamus recommends focusing on tools that provide real-time monitoring and response capabilities. ThreatLocker stands out by offering continuous support and education for their clients. Each client is assigned a dedicated Solution Engineer who helps implement the security solutions to their fullest potential. This ongoing partnership ensures that the security measures remain effective and up-to-date, reducing the risk of vulnerabilities due to incomplete implementations.

Implementing and maintaining a robust security stack can be daunting, especially for MSPs juggling multiple responsibilities. ThreatLocker’s 24/7 monitoring service detects and flags suspicious activities in real-time, providing MSPs with immediate notifications and support. This proactive approach helps MSPs stay ahead of potential breaches and ensures a swift response to any incidents, further reducing security anxiety.

Knowing that their security stack is working effectively is crucial for MSPs to sleep better at night and eradicate worry. ThreatLocker’s application allowlisting and elevation control features are designed to block threats by allowing only trusted applications to run and restricting unnecessary administrative privileges. Additionally, their geo-restriction feature limits access to the system based on geographic locations, ensuring that only authorised personnel can access the security settings.

The impact of getting security wrong can be devastating. Without proper protection, businesses can suffer significant data breaches, financial losses, and reputational damage. Seamus shared an example of a client who experienced repeated ransomware attacks, highlighting the importance of comprehensive security measures and ongoing vigilance.

For MSPs looking to leverage ThreatLocker as a sales tool, Seamus suggests focusing on the business benefits of enhanced security. By demonstrating how ThreatLocker’s solutions can protect clients from data breaches and ransomware attacks, MSPs can build trust and highlight the value of their services. This approach not only helps in acquiring new clients but also strengthens relationships with existing ones. 

In conclusion, the episode with Seamus Lennon from ThreatLocker provides a wealth of information for MSPs looking to eliminate security anxiety. By adopting a layered security approach, leveraging ThreatLocker’s continuous support and monitoring services, and educating clients on the importance of robust security measures, MSPs can significantly enhance their security posture. As cyber threats continue to evolve, staying informed and proactive is crucial. ThreatLocker offers the tools and expertise needed to navigate this complex landscape, ensuring that MSPs can focus on growing their businesses without constantly worrying about security breaches.

If you want to follow up with Seamus directly, then you can find him HERE on LinkedIn 
or to get a FREE demo of the system to see if it's the right product for you, then click HERE. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!  

Stuart started by setting the scene with a fundamental truth: time is our only finite resource. Whether you're scaling your MSP to that first £1,000,000 milestone or pushing towards the £5,000,000 mark, the effective management of your time can be a game-changer. Stuart reminded us that the key to making a significant impact is to be intentional with our time. Without deliberate planning, it’s easy to get stuck in a cycle where every day feels like Groundhog Day – a bit better or worse, but fundamentally the same, with little progress towards your long-term goals. 

One of the major takeaways from our discussion was the concept of being deliberate about planning. Stuart emphasised the importance of starting with a big-picture view – planning for the year, then breaking it down into quarters, months, weeks, and finally, days. This backward planning ensures that each day’s activities align with your larger goals. It’s about chunking down those big annual plans into manageable daily tasks. 

Stuart highlighted the need for a "default diary" – a pre-planned schedule that prioritises both personal and professional commitments. He suggested starting with your non-negotiables, like holidays and key meetings, and then fitting in your work around these fixed points. By doing so, you ensure that critical personal time is protected, and you can better allocate your remaining hours to productive activities. This practice not only helps in maintaining a work-life balance but also ensures that your professional time is used effectively. 

The conversation also touched on the importance of carving out specific times for different types of work. Stuart suggested dividing your week into blocks dedicated to directional activities, thinking and strategy, and routine admin tasks. By setting aside focused time for high-impact projects, you can make significant progress without getting bogged down by daily operational distractions. This approach is particularly beneficial for MSP owners transitioning from doing everything themselves to managing and eventually directing their teams. 

A recurring theme in our chat was the need to reduce interruptions and maintain focus. Stuart provided practical tips, such as working from home or a different location to avoid office distractions. If working remotely isn’t an option, he recommended setting clear boundaries in the office. For instance, using visual cues like a closed door to signal you’re not to be disturbed can be very effective. Training your team to respect these signals and scheduling regular times when you’re available for questions can help in managing interruptions without losing control of your schedule. 

Stuart and I also discussed the psychological impact of small wins. By focusing on three key tasks each day, MSP owners can create a sense of accomplishment and momentum. These tasks should be significant enough to move the needle but not so overwhelming that they feel insurmountable. This strategy helps in breaking down larger projects into manageable pieces, making it easier to maintain focus and achieve consistent progress. 

In conclusion, taking back control of your week involves a blend of strategic planning, disciplined execution, and the ability to set and maintain boundaries. Stuart’s insights are a reminder that with intentionality and deliberate action, MSP owners can transform how they manage their time and, as a result, their businesses. 

Remember that making these changes won't happen overnight. Start small, build habits, and gradually reclaim your time. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

Ian begins by emphasising the importance of habits in maintaining consistent progress. He notes that while annual goals often lose their momentum as life’s demands take over, small daily habits can keep individuals aligned with their vision and help them stay on track. 

Introducing the gap and the gain concept by Dan Sullivan, Ian explains that many people measure their progress by the gap between where they are and where they want to be, leading to frustration and disappointment. Instead, he suggests measuring the gain—looking back at achievements to boost confidence and motivation. 

Ian highlights the significance of being present both at home and in the workplace. Consistency in team interactions, valuing their time, and following through on commitments can have a profound impact. Simple habits like checking in on tasks, promptly actioning emails, and scheduling off-grid time can significantly enhance productivity and satisfaction. 

He also discusses the importance of stepping out of comfort zones and into growth zones. This transition involves overcoming fear and learning new skills, leading to greater achievements. Breaking tasks into smaller, manageable chunks and focusing on immediate returns can help maintain momentum. 

Ian shares a personal example of overcoming his aversion to reading. By starting with just a few minutes a day and gradually increasing the time, he managed to read an entire book during his holiday. This not only improved his sleep but also his knowledge and motivation. He encourages tracking habits, whether through a simple checklist or by using habit stacking techniques, to reinforce positive behaviours. 

Drawing from the MSP Growth Hub intensive sessions, Ian notes the tremendous feedback from clients who implement these small but powerful habits. By maintaining momentum between sessions, clients achieve remarkable results. The structured approach supports continuous improvement and keeps individuals on their trajectory towards their goals. 

Finally, Ian emphasises the importance of measuring performance and staying accountable. Consistently tracking and reporting progress accelerates performance. Forming great positive habits, living in the gain, and understanding that there are no losers, only learners, are key takeaways from this episode. 

In conclusion, forming and maintaining positive habits can have a massive impact on life and business. By taking deliberate actions, surrounding oneself with supportive people, and continuously measuring progress, listeners can move from a state of overwhelm to one of significant achievement.  

This episode is a motivational call to action, encouraging listeners to build great habits, stay deliberate, and keep moving forward. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Being a workplace mediator and mediation trainer, Julie Hutchison brings us a wealth of experience. She has seen it all, from minor office spats to full-blown conflicts. Her insights into dealing with toxic employees are invaluable for anyone looking to maintain a harmonious and productive workplace. 

We started by defining what we mean by toxic employees. According to Julie Hutchison, the term “toxic” might be a bit harsh, but it’s widely understood. Toxic employees are those who drain energy, sow discord, and generally make like difficult for their colleagues. They might be resistant to change, habitually negative, or outright confrontational. The impact of such behaviour can be devastating, affecting team morale, productivity, and ultimately, the profitability of the business. 

Julie Hutchison emphasised the importance of addressing these issues head-on. Avoidance, she noted, only leads to more significant problems down the line. As leaders, it's our responsibility to tackle these situations with empathy and clarity. Julie advised using the BIN model – Behaviour, Impact, Need – as a framework for these tough conversations. This model helps to depersonalise the issue and focus on specific behaviours and their impacts, making it easier to articulate the need for change. 

We discussed the importance of understanding the underlying causes of toxic behaviour. Julie Hutchison pointed out that these employees might be reacting to unmet needs or external stressors. By taking the time to listen and understand, leaders can often uncover the root of the problem and address it more effectively. This empathetic approach can help turn a negative situation into a positive one, fostering loyalty and engagement rather than resentment. 

Julie Hutchison also highlighted the value of regular follow-ups. Once the initial conversation has taken place, it’s crucial to check in regularly to ensure progress is being made. This doesn't have to be a formal meeting every time – even a casual chat over coffee can be effective. The key is to maintain open lines of communication and provide ongoing support. 

One of the standout moments in our discussion was Julie’s emphasis on self-awareness for leaders. Toxic employees can sometimes be a mirror, reflecting issues within the leadership or the broader organisational culture. By examining our actions and responses, we can often find ways to improve the environment and reduce the likelihood of such behaviours arising in the first place. 

In summary, dealing with toxic employees is never easy, but it's an essential skill for any leader. Julie Hutchison’s advice to approach these situations with empathy, clarity, and a structured framework like the BIN model can make a significant difference. By understanding the root causes of toxic behaviour and maintaining regular follow-ups, we can foster a more positive and productive workplace. 

Remember, the goal is not just to eliminate toxic behaviour but to transform it. By investing time and effort into understanding and addressing these issues, we can turn a potentially negative situation into an opportunity for growth and improvement. If you ever find yourself facing a toxic employee, take a step back, breathe, and remember Julie Hutchison's insights from this episode. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

From the outset, Tracy emphasised the importance of strategy in driving the growth and success of an MSP. It's a term that often evokes yawns, but as Tracy pointed out, without a solid strategy, even the most technically proficient MSPs will struggle to grow. Tracy explained that many MSPs are founded by technically-minded individuals who may not have the broader business experience necessary to create a robust strategy. This lack of strategic planning often becomes a significant barrier to growth. 

One of the key takeaways from our conversation was the critical role of culture within an organisation. Tracy stressed that culture is not just a management issue but something that needs to be embedded throughout the entire organisation. A strong culture, according to Tracy, is reflected in the behaviours and attitudes of the staff. It's about creating an environment where people want to be, where they go above and beyond because they feel valued and understood. This culture then translates into how clients perceive the business. Tracy highlighted that happy, engaged employees provide better service, which in turn leads to happier clients. 

Tracy also shared some practical steps for MSPs to build and maintain a strong culture. She suggested regular strategy sessions with the entire team, at least annually, if not biannually. These sessions should be off-site to avoid daily distractions and should focus on what is working well, what needs improvement, and how the team can collectively achieve their goals. Tracy stressed the importance of active listening during these sessions – listening to understand, not just to respond. This approach fosters a sense of inclusion and ensures that every team member feels valued and heard. 

We also touched on the importance of understanding customers. Tracy pointed out that many MSPs are so focused on acquiring new clients that they neglect their existing ones. Regular account management is crucial – knowing your clients’ business needs, understanding their pain points, and building strong relationships can lead to more business opportunities and increased loyalty. Tracy shared a compelling story based on her past experience, where she took the lock off her IT department’s door to encourage openness and better service. This simple act significantly improved internal and external relationships, highlighting how small changes can have a big impact. 

Another significant point Tracy made was about the difference between a business plan and a strategy. A business plan is often a static document created to satisfy banks or investors, whereas a strategy is a living, breathing part of the business. It involves everyone in the organisation and is continuously evolving. Tracy’s insights here were a real eye-opener, showing that a dynamic strategy aligned with the business’s core mission and values is essential for long-term success. 

As we wrapped up the episode, Tracy shared some golden nuggets on leadership and the importance of being genuinely interested in people. She noted that technology serves people, not the other way around, and understanding this can make a huge difference in how an MSP operates and grows. Tracy also highlighted the value of being involved in communities like CompTIA. CompTIA offers fantastic networking opportunities, peer-to-peer learning, and valuable research that can help MSPs stay ahead of the curve. 

This episode with Tracy Pound is packed with valuable advice for any MSP looking to overcome common pitfalls and build a successful business. Tracy’s passion for helping businesses grow and her extensive experience in the industry shone through. If you’re not already involved with CompTIA, I highly recommend checking it out – the support and resources they offer are invaluable. 

Connect with Tracy through her LinkedIn profile HERE. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

We start by addressing the fundamental need for a structured approach to sales in the MSP sector. It's not about quick fixes or hoping for that golden unicorn prospect. Instead, it’s about implementing a consistent process and understanding that building meaningful relationships takes time. We’ve crafted a comprehensive "shoe leather sales plan" designed to get your MSP on track with clear, actionable steps. 

First and foremost, set some realistic targets. Without clear goals, it’s impossible to measure success. For most MSPs, acquiring one new client a month can be transformative. By setting targets, you can break down the required steps to achieve those goals, like engaging in quality conversations and generating the necessary leads. Aim for 10 quality conversations to secure 4-5 leads, which should yield that one new client each month. 

Next, identify your dream 50 clients. These are the ideal customers you want to work with. Focus your efforts on this list to avoid spreading yourself too thin. Make sure your LinkedIn profile is polished and targeted. Engage with these potential clients by sending connection requests, participating in relevant discussions, and offering valuable content. Remember, it’s about building trust and showcasing your expertise, not just making a sales pitch. 

Attending events and networking is another crucial step. Whether it’s local business groups, Chamber of Commerce meetings, or industry-specific events, put yourself out there. Networking is all about building relationships and establishing your presence in the community. Don’t just attend – be active. Offer to speak at events, host webinars, or run lunch-and-learn sessions. Providing valuable insights and educational content will position you as a thought leader in the MSP space. 

Giving back to the community is essential. If you help others achieve their goals, you will naturally attract opportunities. Offer your expertise by contributing content, such as blogs, surveys, or white papers, to industry publications and groups. Create your own events and invite clients and prospects to join. Teaching others about cybersecurity or the latest tech trends not only showcases your knowledge but also builds goodwill and trust. 

Consistency is key. This might sound tedious, but it’s where many MSPs falter. Use tools like LinkedIn’s Social Selling Index to gauge your activity and effectiveness on the platform. Regularly post valuable content, engage with your network, and follow up diligently. The more active you are, the more visible you become, and the more opportunities you will attract. Track your efforts and continuously refine your approach to ensure you're making the most of your time and resources. 

Finally, build a solid plan. Your plan should cover networking, stakeholder engagement, and content creation. Having a clear strategy will keep you focused and accountable. As you consistently execute your plan, you'll find your email inbox filling up with inquiries from potential clients who see you as a trusted advisor. 

Implementing these steps will take effort, but the rewards are worth it. By setting clear targets, engaging with your ideal clients, attending events, giving back, staying consistent, and following a structured plan, you’ll see a steady increase in sales for your MSP. Dive into this episode for a detailed breakdown of each step and start taking action today. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!  

Gary Rayner, after 18 years in business and on the verge of reaching a seven-figure turnover, recognised the need to shift his approach to managing finances within his MSP. Initially, his in-house bookkeeper managed day-to-day invoicing and bookkeeping, a role that evolved from Gary himself to an ad-hoc helper, and finally, a dedicated in-house process. Despite his interest and involvement in finance, Gary realised that what got his MSP to its current level wouldn’t be enough to propel it forward. The turning point came when his bookkeeper retired, and Gary temporarily resumed those duties, which highlighted areas where the business was not optimally billing or even missing billing entirely. 

Gary's decision to bring in an interim CFO marked a pivotal moment in his MSP’s journey. This CFO, although not from the IT sector, brought a fresh perspective and a wealth of financial expertise. Gary wisely chose someone outside the IT industry to avoid inherited bad habits and gain unbiased insights. This move highlights the importance of surrounding yourself with people smarter than you in specific areas to drive business growth. 

The CFO's role was not just to manage day-to-day financial tasks but to establish robust processes and provide strategic financial oversight. Gary and his CFO worked on integrating various tools and systems, such as PAX 8 and Autotask, ensuring seamless data synchronisation with their accounting software, Xero. By leveraging Excel for detailed financial analysis, they could compare data from different sources, ensuring accuracy in billing and financial reporting. 

One of the significant changes Gary experienced was the shift in focus from just net profit to a broader range of financial metrics, including EBITDA, adjusted net profit, gross profit, and cost per customer acquisition. This comprehensive approach provided a more detailed understanding of the MSPs financial health, enabling better strategic decisions. 

Gary's journey illustrates the importance of having a structured process and the willingness to revisit and reassess financial management practices. The introduction of a CFO allowed Gary to step back from the detail and focus on strategic growth areas. Even though the CFO's tenure was short-term, the impact was profound, leading to the implementation of efficient processes that the team could manage independently in the interim. 

The transformation also involved adopting forecasting tools like Fathom, which provided valuable insights into potential future scenarios. This capability allowed Gary to plan for various outcomes, ensuring the business could navigate challenges and capitalise on opportunities with confidence. 

Gary's story is a testament to the power of financial literacy and proactive management in scaling an MSP. His experience highlights that understanding and controlling financial metrics is crucial for any MSP aiming for sustainable growth. By taking the necessary step to bring in external expertise, Gary positioned his business for continued success and stability. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Gabriel Herman explained that neurodiversity encompasses various conditions, including autism, ADHD, dyslexia, and dyscalculia, each with its unique challenges and strengths. He emphasised that autism itself presents a particularly unique challenge, as many autistic individuals may struggle to articulate their needs due to the very nature of their condition. As a result, identifying reasonable adjustments in the workplace can be difficult, making it crucial for employers to proactively develop an autism-friendly culture. Gabriel pointed out that autistic people often possess exceptional skills in specific areas, making them valuable assets when they are placed in the right roles. He encouraged employers to focus on these strengths and provide the necessary support to help autistic employees thrive. 

A key takeaway from our discussion was that reasonable adjustments in the workplace are often simple but highly effective. Gabriel highlighted examples such as offering job interview questions in advance, allowing noise-cancelling headphones, and considering the impact of lighting and sensory environments on employees. He also mentioned the importance of flexibility around social interactions, like onboarding events or team activities, which can sometimes be overwhelming for neurodiverse individuals. The broader message here is that what works for autistic employees often improves the workplace for everyone, whether through clearer communication, more structured processes, or enhanced accessibility. 

Gabriel Herman shared some stories that illustrate the everyday challenges autistic individuals face, especially when navigating job interviews. From the unpredictability of public transport to the anxiety-inducing dynamics of an unfamiliar office environment, his stories underscored the importance of empathy and understanding from employers. Gabriel emphasised that creating a truly inclusive workplace starts by openly communicating that the organisation is autism friendly. He shared an example of a top accountancy firm that had a well-designed recruitment process but failed to advertise that they were autism friendly. Gabriel stressed that simply stating this commitment can make a world of difference in encouraging autistic individuals to apply. 

We also explored the broader cultural implications of neurodiversity in the IT sector. Gabriel pointed out that the IT channel often attracts individuals with neurodiverse traits due to the sector’s technical and detail-oriented nature. While this can be a strength, he noted that MSPs must remain aware of the potential challenges that come with managing a neurodiverse workforce. Leadership self-awareness is critical here—managers need to be able to identify potential signs of autism and other neurodiverse conditions in their teams, even if employees have not disclosed a diagnosis. Gabriel made an excellent point: many autistic individuals may not know they are autistic or may be unable to secure a formal diagnosis. This means that a culture of openness and proactive support is essential. 

Throughout our conversation, Gabriel Herman offered valuable advice for MSP leaders on fostering a more inclusive culture. He suggested starting with an autism awareness event to kickstart the conversation within the organisation. This approach ensures that everyone is educated on the topic, making it easier to implement practical changes. Gabriel also emphasised that being open about the company’s autism-friendly practices should extend beyond employees to clients, as many of them may also have neurodiverse needs or family members with neurodiverse conditions. 

In closing, Gabriel Herman urged MSPs to see neurodiversity not as a challenge to be managed but as an opportunity to innovate and enhance business performance. He firmly believes that third-way thinking—derived from integrating diverse perspectives—can be a significant driver of creativity and growth. As we wrapped up, Gabriel reminded us that the ultimate goal is for every individual, neurodiverse or not, to bring their authentic selves to work. He left us with a mic-drop moment: "It’s not just about hiring the right person for the role; it’s about creating a role where that person’s unique strengths can shine." 

Contact Gabriel Herman by emailing him at gabriel@aspierations.org or learn more about Aspierations through their website by clicking HERE. 
 
For full details of our Business Blueprint Workshop on Tuesday 3rd December, click HERE. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Our conversation with Justin Neale was packed with useful tips and strategies to help improve customer experience and ultimately drive higher profits for MSPs. Justin, who has an extensive background in customer experience from his time at Airbus Group, now dedicates his expertise to helping smaller, more nimble companies, including MSPs, optimize their customer journeys.

We began by discussing why customer experience is more crucial than ever. Justin highlighted that while MSPs typically enjoy high customer retention rates, there is always room to improve and create even stronger bonds with clients. This is particularly vital in today’s competitive landscape where exceptional customer service can set an MSP apart from the competition. 

One of the key takeaways from our discussion was the concept of customer journey mapping. Justin emphasised the importance of understanding your ideal customer persona and designing processes around their needs. He suggested involving the entire team in this exercise to ensure everyone is on the same page and committed to delivering a seamless customer experience. By identifying and focusing on your ideal customers, MSPs can streamline their operations, resulting in happier clients and more engaged staff. 

Another significant point was the importance of clear communication and proper handovers between different teams within an MSP. Justin used a relatable analogy of a bride being handed over to a stranger on her wedding night to illustrate how jarring poor handovers can be for clients. He recommended using tools like videos to introduce team members to clients, ensuring a smooth transition and maintaining the client’s trust and confidence. 

Justin also shared tips on measuring customer success. Rather than relying solely on traditional metrics like revenue and margins, he advised MSPs to focus on leading indicators that reflect the health of customer relationships. Regular business reviews with clients can provide deeper insights into their evolving needs and open up opportunities for additional services. This proactive approach not only strengthens client relationships but also positions the MSP as a trusted advisor, leading to higher client retention and increased revenue. 

We also explored the concept of customer advocacy. Justin pointed out that loyal clients who are wowed by your service can become your best salespeople. Moreover, when clients advocate for your MSP, it strengthens their own commitment to your services, creating a mutually beneficial cycle. 

Throughout our conversation, Justin Neale consistently highlighted the need for MSPs to focus on adding real value to their clients’ businesses. This involves understanding their unique needs and challenges and delivering solutions that genuinely help them succeed. By doing so, MSPs can differentiate themselves in a crowded market, command higher prices, and build long-lasting client relationships. 

Connect with Justin Neale on his LinkedIn HERE 

Or you can also visit his website by clicking HERE 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

We begin by welcoming Rachel back to the podcast. She shares her experiences and the importance of self-care, emphasising how important it is for maintaining a balanced and productive life. Rachel’s consultancy, Zest Lifestyle, focuses on helping individuals and teams become healthier and happier, ultimately enhancing engagement and productivity at work. 

One of the key takeaways from our conversation is understanding what stress really is. Rachel explains that stress is a natural reaction to events, serving as a protection mechanism. However, in today’s fast-paced world, stress often becomes prolonged, leading to various health issues. We discuss the different types of stress signals, including physical, mental, emotional, and behavioural. Rachel highlights common physical symptoms like aches, digestive problems, and fatigue, while mental signs can include mood swings, irritability, and poor concentration. Emotional indicators might be feelings of loneliness and anxiety, and behavioural changes can manifest as increased consumption of alcohol or junk food, procrastination, and nervous habits. 

Rachel emphasises the importance of recognising these stress signals in ourselves and others. For many of us, our stress threshold can vary, and it’s crucial to identify when we are approaching our limits. By understanding our own stress signals, we can take proactive steps to manage stress effectively. This involves addressing the five pillars of vitality: sleep, diet, physical activity, mental well-being, and taking time to pause and recharge. 

We also discuss practical tips for managing stress. One effective strategy Rachel recommends is writing down a list of stressors and categorising them into things we can control or influence. This exercise helps in taking actionable steps to mitigate stress and brings a sense of control over the situation. Additionally, creating a healthy sleep environment, eating a balanced diet, and incorporating physical activity into our daily routine are essential practices. 

Rachel shares her personal experiences with managing stress, including how she incorporates physical activity like swimming into her routine. She stresses the importance of movement, suggesting that even simple activities like walking can significantly reduce stress levels. Moreover, she highlights the value of a supportive work environment where employees feel comfortable discussing their stress and seeking help. 

We touch on the impact of diet on stress, with Rachel advising on the benefits of consuming natural, unprocessed foods. She mentions that proteins, vegetables, and fruits can improve our overall well-being and help manage stress. We also discuss the role of hydration and the common misconception between hunger and thirst, encouraging listeners to stay hydrated to avoid unnecessary snacking.

Finally, we explore how to support colleagues who may be experiencing stress. Rachel advises creating a culture of well-being within the workplace, where open communication is encouraged, and resources are available for those in need. Recognising stress in others and offering support can make a significant difference in maintaining a healthy and productive work environment. 

In closing, Rachel urges everyone to be mindful of their stress signals and to take proactive steps in managing stress. By focusing on the five pillars of vitality and fostering a supportive work culture, we can improve our overall well-being and help others do the same. 

We suggest you listen to EP145- You Are Not Alone where Ian talks about the feeling of isolation, and also EP128 – How to Turn a Bad Day Into a Good Day where Ian talks about shifting your mindset to the right direction.

Connect with Rachel through her LinkedIn HERE if you fancy daily tips from her. 

You can also reach out to Rachel by visiting her website HERE or by emailing her at Rachel@zestlifestyle.com 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

We kick off the discussion by addressing a common issue faced by many MSP owners: the lack of growth. Brian and I agree that often, the first step to resolving this issue is self-reflection. Brian highlights the importance of looking in the mirror and recognising that the current state of your business is a direct result of your actions and decisions. This concept might be tough to accept, but it’s a crucial step towards meaningful change. 

One of the main obstacles MSP owners face, is imposter syndrome. Brian points out that many MSP owners start as techies and suddenly find themselves running a business without the necessary experience or confidence. This can lead to feelings of inadequacy and uncertainty. Brian emphasises the importance of overcoming these feelings by seeking outside help and surrounding yourself with experts who can provide the guidance needed to grow the business. 

A recurring theme in our conversation is the need for a business operating system. Brian shares how implementing a structured system in his MSP brought clarity and freedom. By having a clear framework for annual and quarterly planning, running meetings, and setting priorities, MSP owners can reduce chaos and focus on what truly matters. This structure is vital for building a scalable business and ensuring that every team member is aligned with the company’s goals. 

Prioritisation is another key topic we discuss. With so many aspects to manage in an MSP, from sales and marketing to client management and team building, it’s easy to become overwhelmed. Brian advises breaking down large plans into smaller, manageable tasks. By focusing on a few key objectives each quarter, MSP owners can make significant progress without getting bogged down by trying to do too much at once. 

The value of peer groups and coaching also comes up in our discussion. Brian shares his personal experience of joining a peer group, which he describes as a game changer. Being part of a community of MSP owners who are facing similar challenges provides not only support but also accountability. This sense of camaraderie and shared learning can be instrumental in driving your MSP forward. Additionally, Brian talks about the transformative impact of having a coach. A coach can offer personalised guidance, help you identify blind spots, and keep you focused on your goals. Brian himself continues to work with a coach to this day, highlighting the ongoing value of this support. 

We also touch on the importance of personal development in business growth. Brian and I agree that to grow your MSP, you need to grow as a leader. This involves asking yourself deep questions about your skills, your comfort zones, and the areas where you need to improve. By focusing on personal development, you can become the leader your business needs to thrive. 

If you want to keep the conversation going with Brian Hoppe, feel free to connect with him through his LinkedIn HERE 

You can also visit his website by clicking HERE

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!  

Fiona has spent over 25 years in the IT industry, with 16 of those years dedicated to running a successful sales training company. Two years ago, she took a step back from the industry, driven by personal milestones and a desire for change. Her son leaving for university provided her with a quiet house and a moment to reflect on her life and career. She realised that she was bored and needed to find a new passion. This led her to immerse herself in the world of entrepreneurship, working extensively with female entrepreneurs outside the MSP industry. This break rejuvenated her and equipped her with fresh perspectives and strategies that she now brings back to the MSP community. 

During our conversation, Fiona and I discussed the importance of getting back into the flow of your business. Flow, as Fiona describes, is about doing what you love and what energises you. It’s crucial for MSP owners to identify their strengths and passions to stay motivated and productive. Fiona emphasises the need to align your business with your personal values and strengths. She suggests using tools like the Gallup StrengthsFinder and the VIA Character Strengths Test to understand what puts you in your flow. For Fiona, speaking and engaging with people is her flow, whereas technical tasks and social media posts are not. 

We also talked about the importance of giving yourself permission to pivot and course-correct in your business. If you find yourself stuck or unfulfilled, it’s essential to reassess and make changes that align with your passions and lifestyle goals. Fiona shared that even if it means stepping back from certain roles or delegating tasks, it’s vital to ensure you’re doing what you enjoy. This not only brings back your energy but also positively impacts your business’s success. 

Mindset plays a significant role in an MSP owner's journey. Fiona highlights the need to overcome limiting beliefs that can hold you back. These beliefs often stem from past experiences and can manifest as thoughts like “I’m not worthy” or “I’m not enough.” Recognising and reprogramming these beliefs is crucial. Fiona suggests that awareness is the first step – identifying when these beliefs come up, especially during stressful or challenging times. By shifting your mindset to focus on possibilities and potential, you can break through these barriers and unlock new levels of growth and success. 

Fear is another major factor that can block success. Fiona advises MSP owners to not let fear drive their business decisions. Instead, they should focus on what they desire and align themselves with that vision. This shift in energy and mindset can significantly impact the business’s trajectory. She encourages owners to ask themselves, “What if it works?” and to stay hungry and passionate about their goals. 

Throughout the episode, Fiona shared her personal experiences of stepping out of her comfort zone and the benefits it brought to her life and business. She reminded us that it’s essential to enjoy the journey, not just the destination. By focusing on personal growth and aligning your business with your passions, you can create a fulfilling and successful MSP. 

You can connect with Fiona Challis through her LinkedIn profile HERE 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

We kicked off the conversation by exploring how the MSP sector is currently valued at a staggering $548 billion, with an annual growth rate of 12%. This growth is particularly significant given the challenging global economic environment. Jay emphasised that the demand for managed services continues to rise, with 82% of businesses now outsourcing some or all of their IT needs. This shift marks a dramatic increase from a decade ago when only 30% of companies outsourced IT services.

One of the key drivers behind this surge in demand is cybersecurity. Jay pointed out that even the largest banks and government institutions have admitted that they cannot manage cybersecurity alone. This has led to a growing reliance on MSPs, making cybersecurity a fundamental component of their service offerings. As the threat landscape becomes more complex, the need for specialised managed security services is paramount.

Jay also highlighted the significant generational shift in the MSP market. Millennials, who are now the majority buyers of technology services, have different expectations and buying behaviours compared to previous generations. They prefer digital-first or digital-only interactions and are more comfortable with subscription and consumption-based models. This demographic change requires a shift in how MSPs approach their clients, focusing more on seamless integration and user-friendly solutions.

The conversation then turned to the impact of AI on the MSP sector. Jay noted that AI is not a standalone product but a feature that enhances various aspects of technology services. He provided a fascinating perspective on how AI is evolving at an unprecedented pace, with each iteration becoming exponentially more powerful. This rapid advancement means that AI is becoming an integral part of many software solutions that MSPs use and manage. 

However, Jay cautioned MSPs against rushing to get certified in AI technologies prematurely. He suggested that while AI holds tremendous potential, its immediate application for MSPs will be more about internal optimisation rather than client-facing services. MSPs can leverage AI to improve their marketing, sales, customer support, and operational efficiency. He believes the true managed services opportunities related to AI, particularly at the edge where most data reside, are still a couple of years away. 

We also discussed the evolving nature of vendor relationships in the MSP space. Jay shared a candid view on the role of private equity in scaling MSP tools and platforms. As MSPs grow, they often find themselves transitioning from family-run businesses to larger, more corporate entities. This shift can lead to changes in how MSPs interact with their vendors, moving from personal relationships to more structured, professional engagements. Jay advised MSPs to remain flexible and open to adapting their toolsets as the industry evolves.

A significant takeaway from our discussion was the importance of building robust ecosystems and partnerships. Jay encouraged MSPs to engage with various stakeholders, including digital agencies, accountants, and other tech service providers, to create a comprehensive support network. By doing so, MSPs can tap into new business opportunities and enhance their service offerings.

Feel free to connect with Jay McBain through his LinkedIn HERE 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Julie Hutchison joins us to simplify the concept of selling for those who find it intimidating. We start by addressing a common misconception: the belief that technical expertise and selling are mutually exclusive. Julie emphasises that selling isn’t about having the gift of the gab or being inherently extroverted. Instead, it’s about understanding the needs of your clients and offering solutions that add value to their businesses. This mindset shift is crucial for MSPs who typically feel uncomfortable with sales conversations. 

One of the key takeaways from our discussion is the importance of being "interested" rather than "interesting." Julie explains that the crux of selling lies in understanding your client's pain points and addressing them effectively. Rather than overwhelming clients with technical details, focus on asking the right questions to uncover their needs. This approach not only builds rapport but also positions you as a problem solver rather than a salesperson. 

Julie Hutchison shares tips for practising these skills. She suggests starting with role-playing exercises within your team to build confidence. By simulating sales scenarios, you can refine your questioning techniques and become more comfortable with the sales process. Additionally, she recommends engaging with a friendly client to test your new approach. Framing it as a way to improve your service can make clients more receptive and supportive, turning the exercise into a mutually beneficial experience. 

Another significant point Julie highlights is the need to address the client's pain. She advises not to shy away from digging deeper into the client's issues to understand the full impact on their business. This method not only clarifies the value of your solution but also helps the client see the urgency and importance of addressing their problem. By identifying and emphasising the gap between their current situation and their desired outcome, you make your service an invaluable asset. 

We also discuss the concept of self-worth in selling. Many MSPs struggle with pricing and undervalue their services because they lack confidence. Julie Hutchison stresses the importance of recognising the value you bring to the table. She encourages MSPs to challenge their limiting beliefs and adopt a value-based approach to their services. This involves understanding the cost of the client's problem and positioning your solution as a worthwhile investment. 

One practical tip Julie offers is to compile a list of open-ended questions that can help uncover client needs. These questions should focus on understanding the client's current situation, the challenges they face, and the impact of these challenges on their business. By practising these questions, you can develop a natural and effective way of steering conversations towards identifying solutions. 

Throughout the episode, Julie Hutchison reiterates the importance of practice. Selling is a skill that can be developed with consistent effort. She advises setting aside time regularly to practice with colleagues or even clients. This not only hones your skills but also builds your confidence, making sales conversations feel more natural and less daunting.

By shifting your mindset, focusing on client needs, and practising regularly, you can transform your approach to sales. Remember, it’s not about being a stereotypical salesperson; it’s about being a trusted advisor who provides valuable solutions. 

And to help you learn more about selling and getting more from your existing clients, listen to this episode with Stuart Warwick.  

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

Mark Stevens' story begins in the quaint town of Melton Mowbray, known for its pork pies and Stilton cheese, but today, it's also becoming known for Mark1 IT Solutions. Mark's journey is a testament to the challenges and triumphs faced by many in the MSP sector. Joining us on the podcast, Mark openly shares the hurdles he encountered when transitioning from a traditional break-fix IT support mentality to a managed services provider (MSP) model, a shift that required significant changes in both mindset and operations. 

During our discussion, Mark Stevens candidly discusses how his business, which he had been leading for about seven years, had only recently begun to identify as an MSP. This shift came with its own set of challenges, particularly as the business approached the COVID-19 pandemic. The pandemic initially brought a surge in demand for Mark1 IT Solutions' services as businesses scrambled to set up remote work capabilities. However, the reliance on project-based income soon proved unstable, leading Mark to seek external guidance and support. 

What makes Mark Stevens' story so impactful is his openness about the personal and professional growth necessary to navigate his business through turbulent times. He shares that a major turning point came when he engaged with various communities and resources, such as CompTIA and Tech Tribe, and eventually our MSP growth hub. This engagement not only broadened his perspective but also embedded him deeper into the MSP community, facilitating a collaborative and supportive environment that was crucial for his development. 

Mark's journey is filled with learning experiences, from understanding the importance of monthly recurring revenue to embracing the MSP model fully. He explains how adopting new operational frameworks and focusing on self-development, including insights gained from reading "The Chimp Paradox," helped him reshape his approach to business management. This reshaping was not just about business strategies but also about personal growth, tackling challenges like ego and imposter syndrome that many business owners face. 

A significant part of our conversation highlights the value of reaching out for help and how this has been instrumental in Mark Stevens' success. He emphasises the importance of getting out of your own way, a phrase that resonated with him deeply and one that he credits for much of his recent business achievements. This concept of self-awareness and stepping back to allow professional support to guide his decisions has led to substantial improvements in both the operational efficiency and profitability of Mark1 IT Solutions. 

Today, Mark1 IT Solutions is not only surviving but thriving, with plans to expand the team further and reach new heights in terms of revenue and service quality. Mark Stevens attributes much of this success to the support structures and networks he has embraced, underscoring the importance of community and expert guidance in the MSP industry. 

For any MSPs out there feeling stuck or unsure of the next steps, Mark Stevens' story is a powerful reminder of the strength found in vulnerability and the success that comes from seeking help. His journey is a clear illustration of how transformative it can be to get out of your own way and allow structured, expert guidance to lead the way in scaling your business. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Stuart discusses how often, in MSPs, conflict arises not because of big strategic disagreements but because of the minutiae—the small details that can become significant stumbling blocks. He emphasises the importance of rising above the 'weeds' of these details to gain a clearer, broader perspective of the business goals. This approach, he explains, helps in realigning team members by focusing on the overarching destination rather than the specific routes or modes of transport, be they Porsches, BMWs, or trucks! 

One of the key takeaways from our discussion is the importance of defining what success looks like for both the business and individual roles within it. Stuart pressesemphasises on the significanceimportance of clear communication and setting agreed-upon targets to prevent the cycle of misalignment and frustration that can occur when team members are not on the same page. He also touches on the emotional aspect of these disagreements, pointing out that underlying many conflicts is a fundamental lack of trust or fear of relinquishing control. 

Moreover, Stuart also provides practical strategies for MSP leaders to implement when disagreements arise. He suggests 'chunking up' the conversation to a higher level where the focus is more on what unites rather than divides the team. This method involves stepping back to reassess the primary business objectives and ensuring that all discussions are anchored to these goals. 

Trust, Stuart reiterates, is the bedrock of any successful partnership. He challenges MSP leaders to introspect consider whether the lack of trust is a personal reluctance to delegate or a broader issue within the team dynamics. In cases where trust is lacking, he advises a proactive approach—engaging in open dialoguesconversations about responsibilities, expected outcomes, and the paths to achieving them. This not only clarifies roles but also reinforces the shared commitment to the business’s success. 

In addition to alignment and trust, Stuart stresses the importance of adaptability within the MSP industry. The ability to pivot and embrace new strategies when traditional ones fail is crucial for growth and sustainability. By integrating the vehicle tree concept, MSP leaders can more easily navigate through the complexities of business management, ensuring that every level of the organisation is aligned with the strategic vision. 

Our conversation with Stuart once again proves invaluable, offering MSP business owners practical advice and strategies to tackle some of the most challenging aspects of leadership and team management. This episode is a must-listen for anyone involved in an MSP looking to enhance their operational harmony and drive their business towards greater profitability and success. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Our conversation kicked off with Rachel sharing highlights from her recent talk at CompTIA, stressing the importance of self-care in the busy world of IT and business. Rachel emphasized that looking after yourself isn't just about avoiding illness—it's about improving your quality of life. Rachel Williams believes a holistic approach to wellness, focusing on improving overall health and extending the health span alongside the lifespan. 

Rachel shared her personal journey towards wellness, an inspiring story that highlighted her shift from approaching burnout to becoming fitter than she’s ever been. This personal journey gave birth to her business, Zest Lifestyle, where she uses her extensive knowledge and experience to help individuals and teams foster environments that prioritize health and happiness. 

A large portion of our discussion was dedicated to understanding what 'good health' truly looks like. According to Rachel Williams, good health is not merely the absence of illness but a vibrant state of physical, mental, and emotional well-being. She introduced listeners to the five pillars of self-care that are central to her practice: sleep, diet, movement, mental well-being, and rest. Each element is crucial in its own right but works together to create a balanced and healthy lifestyle. 

Sleep came up as the cornerstone of good health. Rachel pointed out that many overlook its importance, but it is during sleep that our bodies undergo repair and rejuvenation. She linked inadequate sleep to a plethora of health issues, from reduced cognitive function to impaired metabolism, stressing the importance of quality sleep as a non-negotiable pillar of health. 

On diet, Rachel Williams was keen to debunk the myths surrounding restrictive diets, which often lead to unsustainable health choices. Instead, she champions the 80/20 rule—eating healthily 80% of the time and allowing for indulgences in moderation. This approach not only makes the diet sustainable but also enjoyable, which is crucial for long-term maintenance. 

Movement, another pillar of self-care, goes beyond traditional exercise. Rachel encourages finding joy in physical activity, whether it’s walking, dancing, yoga, or more structured gym workouts. The key is consistency and enjoyment, which significantly enhances the likelihood of maintaining an active lifestyle. 

Mental well-being, often overshadowed in discussions around physical health, was highlighted as vital. Stress management, mindfulness, and emotional health are all aspects that Rachel touches upon frequently, underscoring their importance on our overall health. Tools like meditation apps and mindful practices are ways Rachel suggests maintaining positive mental health. 

Lastly, the concept of rest, distinct from sleep, was discussed. Rachel Williams explains that rest involves activities that recharge and rejuvenate the spirit, which can vary from passive activities like reading to active ones like hiking or exploring. 

Throughout the episode, Rachel Williams reiterated the importance of self-care, not just for personal health but as a strategy to enhance productivity and satisfaction in both personal and professional realms. Her insights not only provide effective strategies for self-care but also equipped our listeners with practical steps to take control of their health and well-being. 

We wrapped up the episode with Rachel sharing how to get in touch with her for those interested in learning more about self-care or implementing her principles into their lives or workplaces. For more insights and daily health tips, Rachel can be reached through her website, Zest Lifestyle, and her social media platforms. 

Remember, taking responsibility for your health starts with you, and it's never too late to start looking after yourself. 

Connect with Rachel through her LinkedIn HERE if you fancy daily tips from her.

You can also reach out to Rachel by visiting her website HERE or by emailing her at Rachel@zestlifestyle.com

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Understanding what you want from your business isn't just about setting financial targets; it’s about aligning your personal dreams with your professional goals to create a fulfilling and sustainable business model. Stuart stresses the importance of personal vision in business. He discusses how easily MSP owners can become overwhelmed by daily operations, losing sight of their original motivations and goals. 

Stuart points out that many MSP owners start their journey with clear intentions but often get sidetracked as the business grows. He emphasises the significance of defining 'what winning looks like' for your business. This not only involves setting tangible goals but also understanding the kind of life you want to lead. Stuart repeatedly mentions that knowing what you don’t want can often be a more accessible starting point to clarify what you actually do want. This reverse engineering of outcomes can significantly help MSP owners cut through the fog that surrounds their strategic planning processes. 

Throughout our conversation, Stuart reinforces the idea that business owners should periodically step back and assess their journey. This reflective practice helps to appreciate past achievements and realign current activities with long-term objectives. He shares practical tips on how MSPs can manage their growth effectively without becoming consumed by it. According to Stuart, building a successful MSP isn’t just about financial gain but about creating a business that allows owners the freedom and flexibility to enjoy their lives while still achieving professional success. 

One of the key pieces of advice Stuart offers is the concept of starting with the end in mind. This Stephen Covey principle is about envisioning where you want your business to be, and then meticulously planning out the steps to get there. Whether it’s hiring the right people, implementing the correct systems, or simply deciding to work fewer hours to have more time with family, each decision should contribute towards that ultimate picture of success. 

Moreover, Stuart highlights the importance of community and support systems in this journey. He encourages MSP owners to find their tribe – a supportive community that shares similar goals and challenges. Engaging with this community not only provides moral and emotional support but also fosters an environment of accountability, which is crucial for consistent progress. 

In terms of practical steps, Stuart suggests that MSP owners should take a proactive approach to problem-solving within their businesses. Identifying what you do not want in your daily operations can help clarify what changes need to be made to avoid those outcomes. For instance, if an MSP owner doesn’t want to be overwhelmed by technical tasks, then it might be time to hire additional technical staff or invest in training for current employees to distribute the workload more evenly. 

As we wrap up this thought provoking episode, I reflect on the numerous actionable insights Stuart has shared with us today. His advice is grounded in the reality of running a business, yet aspirational enough to push MSP owners to think big and act boldly. Remember, defining success in your business is a personal journey that goes beyond the conventional metrics of business growth. It’s about creating a business that not only survives but thrives while aligning with your personal life goals.

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Many MSPs I speak to know something isn't quite right in their business, but they don't always know where to start when it comes to fixing it. It can feel overwhelming trying to juggle all the different moving parts – managing a team, focusing on technical work, and attempting to drive sales and marketing efforts all at once. In this episode, I break down the proven MSP Scale System we use at the MSP Growth Hub to help you get unstuck, refocus, and ultimately achieve the MSP success you're aiming for. 

The first key step is all about building a growth plan. This might sound basic, but you’d be surprised how many MSPs struggle without a clear, documented plan. Understanding your numbers, your vision, and your business’s maturity is crucial to making informed decisions. A strong growth plan keeps you on track, even after disruptions like holidays or major projects. It helps ensure you're not constantly pulled in different directions by your team or shiny distractions, but instead, you're working towards a clear goal. 

Once you have your growth plan, it’s time to share it with your team. This is about bringing the plan to life. It’s not enough to have it in your head – you need to communicate it clearly to everyone involved in your business. Engaging your team in your vision and getting them excited about the journey is critical to your success. A motivated, aligned team can drive your business forward, while a disconnected one will hold you back. 

Knowing your numbers is the next step. When I say "knowing your numbers," I’m not just talking about what’s in your bank account. I mean understanding profitability on a granular level – from each client to the efficiency of your systems. Many MSPs miss out on profitability simply because they don’t fully understand their financials. Understanding where your business is leaking money, where you can be more efficient, and where you can invest will set you up for MSP success. 

Next up is optimising account management. So often, MSP owners think they need more sales leads, but in reality, their existing clients could offer significant untapped revenue. By nurturing your relationships, becoming a trusted technology partner, and understanding your clients' needs, you can uncover opportunities within your current client base. Picking this low-hanging fruit can provide substantial growth without the need for new leads. 

Building a dream team is another critical factor in scaling your MSP. You can’t do everything yourself, and a solid team structure is essential. Too many MSPs operate in a flat structure where the owner is constantly interrupted by staff looking for answers. Developing leadership within your team and giving people clear roles will help you gain the headspace you need to focus on high-value, strategic tasks that will drive MSP success. 

Operational excellence is another key step. If your processes aren’t streamlined and connected, you’ll struggle to scale. It’s easy to get caught up buying new tools, but without strong processes in place, those tools won’t help much. Focus on connecting your processes, reducing bottlenecks, and making sure your operations run like a well-oiled machine. 

Improving team performance follows. Once you've built your dream team, keeping them engaged and accountable is vital. Ensure they have clear targets, understand their purpose, and are aligned with your company values. This step is about motivating your team to not just meet expectations but exceed them, helping your MSP grow and succeed. 

Next, you need to focus on creating magnetic marketing. Without strong marketing, your MSP risks becoming just another faceless provider in a race to the bottom on price. Consistent, value-driven marketing will set you apart from the competition and bring in the right clients. You don't need to do it all at once – start small and be consistent. 

Finally, eliminate friction in your sales process. If your marketing has done its job and educated potential clients, closing deals should be simple. By streamlining your sales process, ensuring potential clients understand your value proposition, and maintaining consistency in your messaging, you’ll find that scaling your MSP is much smoother. 

These 9 steps are the foundation for achieving MSP success. Whether you're building your first million-pound business or looking to scale to £5 million, following this system will help you grow faster and more sustainably. If you're ready to take action, reach out or start by working through these steps on your own – either way, you're well on your way to MSP success. 

For full details of our Business Blueprint Workshop on Tuesday 3rd December - Click HERE

 
Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

In our latest IT Experts Podcast episode, we explore the intricate dynamics of partnership in the MSP world through the lens of Joe Burns’ compelling journey. Joe, a seasoned entrepreneur who has not only scaled but also successfully exited from an MSP, shares his experience into what happens when business partners discover their goals and ambitions are no longer aligned. 
 
Joe Burns co-founded an MSP with a shared vision for success, driven by the enthusiasm that characterizes many startup ventures. However, as the business grew, it became clear that Joe and his business partner's visions for the future were vastly different. This realisation wasn't immediate; it crept up over years as the business scaled. Signs of misalignment began to surface, particularly during strategic planning sessions where their different growth ambitions were starkly highlighted. Despite efforts to realign, including engaging with a growth coach and attempting to bridge the gap in their ambitions, the divide only widened. 
 
The pivotal moment came when it was undeniable that their differing expectations for the future of the business were too significantly to continue effectively as partners.  Working together became uncomfortable and decision making was difficult.  Joe's business partner expressed a desire to exit the business, which prompted a series of discussions about the future. Rather than viewing this as a setback, Joe saw an opportunity to assess the true market value of their business and either buy out his partner or sell the business entirely. This led to the decision to sell the MSP, a move that would allow both partners to pursue their individual visions without compromise. 
 
Joe candidly shares the mistakes made during the selling process, chief among them being the failure to court multiple buyers. The initial excitement of having an interested buyer led to a 'monotony' situation – a market condition with only one buyer – which ultimately could have jeopardised achieving the best possible sale price for the business. This experience taught Joe the importance of fostering competitive interest when selling a business to avoid undervaluing it. 
 
Drawing from his experience, Joe offers invaluable advice for MSP business owners, particularly those navigating the complexities of a partnership: 

• Personal Goals Alignment: Ensure there's clarity on personal goals and ambitions from the outset. Regularly revisiting these goals and ensuring they align with the business’s direction is crucial for sustained partnership harmony. 

• Prepare Your Business for Sale: Regardless of immediate intentions to sell, structuring your business as if you're preparing it for sale can increase its resilience, value, and attractiveness to potential buyers. This includes making the business operationally independent of the owners. 

• Embrace Niching: Focusing on specific sectors or problems can significantly enhance an MSP's market position, making it easier to market and sell solutions. Understanding and addressing the unique needs of a focused client segment can lead to more business and success. 

• Community Engagement: The MSP community offers a wealth of support and knowledge sharing. Engaging with this community can provide valuable insights and strategies for growth, as well as support through the challenges unique to the MSP industry. 

Joe Burns’ journey illustrates the importance of alignment, strategic foresight, and the invaluable lessons learned through the process of exiting an MSP. For MSP business owners, whether currently in a partnership or contemplating one, this episode offers critical insights into ensuring that your business not only aligns with your personal ambitions but is also strategically positioned for MSP success. 

You can connect with Joe Burns on his LinkedIn HERE 

If you are in the same place, as Joe Burns did, listen to THIS episode where I asked Stuart how to get aligned with your business partner. 
 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Our chat delved into the nitty-gritty of email security, an area that Ben is particularly passionate about. He explained that despite the abundance of emails, ensuring they reach their destination is becoming increasingly complex due to evolving security measures. This brings us to deliverability and the question: Why is it so hard to get email through these days? Ben pointed out that the landscape of email communication has tchanged significantly, especially with the rise of stringent protocols to combat spam and phishing attempts. This evolution, while necessary, has made it challenging for legitimate emails to navigate through increasing security checks successfully. 

The impact of getting it wrong is potentially huge. Ben stressed that failing to understand these complexities can lead to emails being lost in the ether, marked as spam, or not delivered at all, severely affecting business communications and marketing efforts....leading to a loss of customer engagement, and ultimately lost revenue.  This is where the conversation turned to the basic settings that people often overlook. Ben highlighted the importance of configuring SPF, DKIM, and DMARC records correctly. These settings are crucial for authenticating your emails and signalling to email providers that your messages are legitimate and should be delivered as intended. 

To help overcome these challenges, Ben shared some tools that are crucial for anyone looking to improve their email deliverability. He highlighted DMARC monitoring tools as essential for keeping an eye on your email's performance and identifying potential issues. Another gem Ben shared is GlockApps, a tool that simulates email sends to different providers and reports on where your email ends up – in the inbox, spam folder, or somewhere else entirely. These tools are critical for diagnosing deliverability issues and ensuring that your emails reach their intended audience. 

Throughout our conversation, Ben emphasized the importance of not just sending emails, but making sure they are delivered. In today's digital age, where email continues to be a vital communication tool, understanding and implementing the right security measures and settings can make a world of difference. Whether you're in IT, marketing, or running a business, this episode is packed with practical advice and expert insights on navigating the complex world of email deliverability. 

For those looking for further information about email deliverability, Ben offers a free email delivery report through Quinset Consulting. This report can provide you with a starting point for understanding how well your emails are performing and what steps you can take to improve. Ben's expertise and practical advice from our discussion offer a roadmap for anyone looking to ensure their emails are not only sent but are delivered successfully every time. 

 
You can connect with Ben Fielding through his LinkedIn HERE 

Or visit their website HERE 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking HERE 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

The crux of today's discussion revolves around the challenge many MSPs face: the constant barrage of communications from clients. This issue not only disrupts the workflow of MSPs but also poses a significant barrier to their growth and scalability. The question arises from an accountability call where clients shared their transformative experiences after implementing strategies to 'train' their clients to adhere to more streamlined communication processes. This revelation sparked a broader conversation on the necessity of redefining client interactions to foster a business environment where MSPs work for their business rather than being incessantly tied down by it. 

Stuart and I discussed the inherent contradiction MSPs face: the balance between being exceptionally service-oriented and setting boundaries to manage client expectations effectively. This balance is pivotal, especially for MSPs aiming to transition from being a lifestyle business to building a scalable enterprise. The key to this transition lies in managing client interactions and expectations more strategically. 

One of the most poignant insights from our discussion was the realization that often, the clients who demand the most attention are not necessarily the most profitable. This observation underscores the importance of evaluating client relationships based on their value and profitability to the MSP. Stuart shared invaluable tips on how MSPs could navigate this challenge by first identifying the most time-consuming clients and then implementing a systematic approach to redirect their queries to appropriate channels, thereby reducing direct interruptions. 

Stuart's advice centred on the importance of data analysis to understand the patterns of client interactions. Keeping a log of client communications can reveal insightful patterns, helping MSPs identify which clients require a recalibration of their service expectations. Following this analysis, Stuart emphasised the need for clear communication and setting up robust systems to manage client inquiries. This includes configuring out-of-office messages and automated ticketing systems to ensure that client requests are addressed promptly without needing the MSP's direct involvement. 

Moreover, Stuart highlighted the role of personal time management in mitigating client disruptions. By defining specific times for client interactions, MSPs can significantly improve their productivity and focus on strategic tasks. This approach not only benefits the MSP but also enhances the service quality provided to clients. 

As we wrapped up, the key takeaway was the empowerment of MSPs to redefine their client interactions. By implementing strategic changes and setting clear expectations, MSPs can transition from being constantly available to focusing on growth and scalability. This shift not only enhances operational efficiency but also leads to a more profitable and satisfying business model. 

At the end of the day, the goal is to build a business that efficiently serves its clients while also allowing the MSP the freedom to focus on strategic growth and personal well-being. 

Connect with Ian HERE on LinkedIn and also Stuart by clicking this LINK 

If you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This tool is designed to help you understand where your MSP stands and what steps you can take to scale profitably and effectively. This will provide you with insights and guidance tailored to your specific needs.    

OR to join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Stuart Faulkner's story is a great example that demonstrates that if you understand what you’re really good at and play to your strengths, you can really start to get your business working for you. As the leader of ilicomm Technology Solutions, a growing MSP based in the West Midlands, Stuart found himself at a crossroads. Despite the company's outward success, Stuart felt that the business, and by extension himself, had hit a plateau.  It was this realisation that prompted Stuart to seek external guidance, a decision that marked the beginning of a remarkable transformation for both his business and personal life. 

Our conversation explores the key factors that led Stuart to redefine his role within ilicomm. One significant turning point was his use of the Genius Model, a framework designed to help individuals identify their strengths and areas of passion. Initially sceptical, Stuart's willingness to embrace this model provided clarity about his role and how best to contribute to his company's growth. By focusing on what he loved and excelled at, and delegating or eliminating tasks that did not align with his strengths, Stuart was able to break free from the constraints that had previously held him back. 

The implementation of the Genius Model was just the beginning. Recognising the gaps within the operational aspects of ilicomm led to a strategic expansion of the leadership team. This included the introduction of a Chief Operations Officer and other carefully selected A-players, individuals who are not only skilled but also the right fit for the company's culture and objectives. 

Our discussion highlights the profound impact of these changes on both the personal and professional lives of those involved. Stuart and his business partner, Jason, have experienced not just a huge growth in turnover but a significant improvement in their work-life balance. The introduction of a 50-day holiday policy reflects their belief in the importance of rest and rejuvenation for sustained performance and creativity. 

"Getting a Genius Out of a Bottle - Success Stories with Stuart Faulkner" is more than just a narrative of business success; it's a blueprint for personal fulfilment and organisational excellence. Stuart's journey underscores the importance of self-reflection, the courage to seek help, and the wisdom to build a team that complements your strengths. For fellow MSPs navigating similar challenges, Stuart's story is a reminder that with the right approach, it's possible to transform both your business and your personal life. 

In closing, I encourage all MSP leaders feeling stuck or uncertain about their next steps to consider the insights shared in this episode. Whether it's harnessing your genius, refining your team, or simply finding balance, the journey towards a thriving business and a fulfilling life is well within reach. Stuart Faulkner's success is a genuine example of what's possible when you dare to reimagine your role and reshape your business around your unique strengths. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

Until next time, look after yourself and I’ll catch up with you soon!   

Throughout our conversation, Stuart offers -useful tips and sheds light on why, in our opinion, MSPs might not require a salesperson to achieve substantial growth. This viewpoint, while potentially controversial, is grounded in extensive experience and observations within the MSP industry. Stuart argues that for MSPs with a revenue of under £2 million, investing in a salesperson may not be the most efficient or effective strategy to generate new leads and foster business growth. Instead, focusing on marketing strategies, client relationship building, account management, and refining service packages could yield better returns without the need for a dedicated sales role. 

Stuart highlights something that many MSPs overlook: the importance of understanding your audience and aligning your services to their needs. This approach not only positions your MSP as a problem-solver but also as a partner that understands the unique challenges and opportunities within the sectors you serve. The compound effect of onboarding just one or two ideal clients each year, assuming your service packages are well-designed and profit margins are healthy, can be game-changing for your MSP. 

We also talked about how MSPs have a natural advantage in the realm of technology-driven marketing platforms. Given that MSPs inherently understand technology, the real challenge lies in mastering the marketing principles that allow for effective use of this technology. By identifying your target audience and crafting messages that resonate with their needs, MSPs can leverage digital marketing, content creation, and social media to build a robust lead generation engine without the traditional salesperson. 

We also considerthe metrics that matter when evaluating the success of your marketing and business development efforts. Stuart stresses that the ultimate measure of success is not the number of likes or hits but the number of quality leads expressing genuine interest in your services. This focus on quality over quantity and the strategic nurturing of leads can position your MSP for sustainable growth. 

To sum up, this episode challenges the conventional belief that a salesperson is essential for MSP growth. By utilising targeted marketing, understanding the needs of your audience, and focusing on building strong client relationships, MSPs can achieve remarkable growth without the traditional sales role. It's a thought-provoking discussion that encourages MSPs to reconsider their growth strategies and invest in areas that will truly drive their business forward. 

Connect with Ian HERE on LinkedIn and also Stuart by clicking this LINK 

If you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This tool is designed to help you understand where your MSP stands and what steps you can take to scale profitably and effectively. This will provide you with insights and guidance tailored to your specific needs.    

OR to join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Having cash in the bank, a steady stream of clients, and a growing team might seem like indicators of success, but as we explore with Stuart, success in the MSP world is much more subjective than it first appears. Our conversation unpicks the complexities of defining and measuring success in a sector where survival can often overshadow strategic growth. 

 When starting your MSP, the initial focus is usually on getting the business off the ground rather than defining what success looks like. This survival instinct, while crucial, can later obscure the true potential of an MSP to evolve into a successful, sustainable business. Stuart explains that to transition from merely surviving to thriving, MSP owners need to take a step back and consider their long-term goals. What does a successful MSP look like for them? Is it about scaling up, achieving financial freedom, or perhaps maintaining a comfortable lifestyle while providing top-notch services? 

A successful MSP, Stuart argues, is not just about the size but the stability and sustainability of the business. It's about building an asset that not only provides immediate financial rewards but also long-term value. This could mean different things to different owners, whether that's achieving a specific profit margin, securing time for personal pursuits, or ensuring the business can operate efficiently without their constant involvement. 

Drawing on his experience, Stuart shares several tips for MSP owners to measure and achieve success in their businesses. He advises focusing on key performance indicators (KPIs) such as cash flow, profitability (including gross and net profit margins), new business acquisition, and the growth and retention of existing clients. These metrics, Stuart notes, are fundamental to understanding the health and potential of an MSP, guiding owners toward strategic decisions that align with their definitions of success. 

One standout piece of advice from Stuart is the application of the Profit First methodology. This approach, which prioritises profit allocation to ensure the financial health of the business and its owners, is a powerful tool for MSPs striving to become successful. By adopting such financial practices, MSP owners can gain clarity on their operations, invest in growth confidently, and, ultimately, achieve the freedom and profit they desire. 

Throughout our discussion, it becomes clear that a successful MSP is not solely judged by external metrics like size or revenue but by its alignment with the owner's personal and professional aspirations. Stuart highlights the importance of understanding what you want from your business and setting clear, achievable goals that will get you there. 

It’s important for MSP business owners to reflect on what success means to them and how they can apply Stuart's insights to their MSP business. Whether it's improving financial management, clarifying business objectives, or enhancing operational efficiency, the path to a successful MSP is subjective and deeply personal. 

Connect with Ian HERE on LinkedIn and also Stuart by clicking this LINK 

If you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

OR to join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Stuart kicks off the discussion by highlighting the enormity of this challenge, especially for MSPs with multiple directors or partners. He emphasises that alignment isn't just about being on the same team; it's about sharing a vision, strategy, and direction. With various dynamics at play, from differing skill sets to diverse personalities, finding common ground becomes paramount. 

As Stuart delve deeper on the matter, he sheds light on the common scenarios encountered in MSP partnerships. Often, there's a techie partner and a business-savvy one, leading to clashes in priorities and approaches. However, he stresses the importance of complementary skills and clear delineation of roles, whether it's between partners or within a husband-wife team. 

One of the key takeaways from Stuart's insights is the necessity for a shared vision and growth plan. Without a clear roadmap, partners risk pulling in different directions, stunting the growth of their MSP. Stuart underlines the significance of defining success measures, whether it's revenue targets, client acquisition goals, or product penetration rates. 

But it's not just about having a plan; it's about regular communication and accountability. Stuart advocates for a rhythm of review, where partners meet regularly to assess progress, tackle challenges, and recalibrate strategies. This structured approach ensures that partners stay aligned and focused on achieving their shared objectives. 

In addition to communication, Stuart stresses the importance of holding each other accountable. Partners mustn't shy away from addressing issues or avoiding uncomfortable conversations. By confronting challenges head-on, they can overcome obstacles and propel their MSP towards success. 

Wrapping up, Stuart gives us a straightforward advice: get on the same page.  

For MSP partners struggling to find alignment, Stuart suggests seeking external help if needed. Ultimately, by aligning their visions, goals, and actions, partners can unlock the full potential of their MSP and navigate towards greater heights of success. 

Alignment isn't just a one-time task; it's an ongoing journey that requires communication, collaboration, and commitment. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

Until next time, look after yourself and I’ll catch up with you soon! 

As Stuart and I have learned firsthand, being an MSP business owner can feel like a constant struggle to find time for strategic growth, client relationships, and even just a moment to breathe. That's why we're here to share some invaluable insights and strategies to help you shift from being a bottleneck to a delegating dynamo, allowing you to build a business that works for you, not the other way around. 

In just two weeks, we've got a game-changing online masterclass coming your way, where we'll be unveiling our secret weapon: the Create More Time formula. Now, normally, this gem is exclusive to members of the MSP Growth Hub, but for this special event, we're opening the doors to everyone. Trust me, you won't want to miss it. 

During the masterclass, we'll dive deep into five key steps, including conducting a time audit, mastering the art of delegation, and cultivating accountability and routines that set you up for success. We'll even tackle the age-old challenge of managing client interruptions, because let's face it, we've all been there. 

So, mark your calendars for Thursday, the 14th of March at 4:00 PM UK time, and get ready to reclaim your time and sanity. This isn't just another webinar – it's an interactive session where you can bring your burning questions and connect with fellow MSPs who are on the same journey as you. 

And hey, if this episode resonates with you (which I'm sure it will), don't keep it to yourself. Share the love with your colleagues who could benefit from a little less overwhelm and a lot more productivity. After all, we're in this together. 

Remember: you're not just a slave to your inbox or a servant to your schedule – you have the power to take back control of your time and your business. So go out there and make it happen. Have a fantastic weekend, and I'll catch you on the flip side. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

Until next time, look after yourself and I’ll catch up with you soon!   

One key takeaway from our conversation with Keith is the importance of taking a proactive approach to security rather than simply relying on reactive measures. Keith emphasises the need for regular checking and monitoring, stressing that security should be someone's whole responsibility within the MSP team. By implementing thorough ticket triage and actively protecting against potential threats, MSPs can instil confidence in their clients and demonstrate their commitment to safeguarding their systems. 

Change control emerges as a fundamental aspect of maintaining security within an MSP environment, according to Keith. Understanding what changes are being made and ensuring they align with regulatory compliance is crucial for mitigating risks and avoiding potential litigation. By establishing robust change control procedures, MSPs can minimise the likelihood of security breaches and protect both their own business and their clients'. 

Moreover, Keith highlights the importance of access control in securing MSP environments. With MSPs being lucrative targets for cyberattacks due to the potential access they hold to multiple clients' systems, it's essential to tighten access controls and implement multi-factor authentication measures. By prioritising access control, MSPs can significantly reduce the risk of unauthorised access and mitigate the impact of potential security breaches. 

During our discussion, Keith also stresses the significance of regular audits and assessments to ensure that internal processes are functioning effectively. By conducting random audits and scrutinising key metrics such as admin account activity and patching success rates, MSPs can identify potential vulnerabilities and address them proactively. This proactive approach not only enhances security but also instils confidence in clients by demonstrating a commitment to ongoing improvement and vigilance. 

Furthermore, Keith advocates for a risk-based approach to client communication and service delivery. By engaging in conversations about clients' business objectives and critical processes, MSPs can tailor their services to meet specific needs and priorities. By aligning service offerings with clients' recovery time objectives (RTO) and recovery point objectives (RPO), MSPs can provide targeted solutions that address clients' most pressing concerns and minimise downtime in the event of a security incident. 

In summary, this episode underscores the importance of proactive security measures and risk-based approaches in the MSP space. By prioritising regular monitoring, robust change control, access management, and client communication, MSPs can enhance their security posture, mitigate risks, and deliver value-added services that meet clients' evolving needs and expectations. 

Connect with Keith Hayes on LinkedIn by clicking HERE 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

Until next time, look after yourself and I’ll catch up with you soon!   

First up, let's talk about the importance of knowing your numbers. I can't stress this enough - understanding your finances inside out is absolutely crucial if you want to achieve long-term success in this game. It's not just about glancing at your bank balance now and then; it's about diving deep into your P&L, getting to grips with your cash flow, and knowing exactly where every penny is coming from and going to. Remember, your bank balance alone does not reflect the true health of your business. By getting a solid grasp on your numbers, you'll be better equipped to make informed decisions, identify areas for improvement, and ultimately, boost that MSP profitability. 

Next, let's talk about client analysis. Your clients are the lifeblood of your business, but not all clients are created equal. It's time to take a long hard look at your client base and identify which ones are really driving profitability and which ones might be holding you back. Are there any clients who are consistently draining your resources without providing a decent return? It might be time to have that tough conversation and either renegotiate terms or part ways altogether. By focusing your efforts on the clients that truly value your services and contribute to your bottom line, you'll be well on your way to maximising your MSP profitability. 

And finally, let's not forget the importance of regular client reviews and feedback. Communication is key in any business relationship, and your clients are no exception. Take the time to check in with them regularly, gather feedback on your services, and identify any areas for improvement. Not only will this help you to strengthen your existing client relationships, but it will also provide valuable insights that can inform your future business decisions. After all, happy clients are more likely to stick around and continue contributing to your MSP profitability in the long run. 

So, there you have it, folks - three killer tips for maximizing your MSP profitability. Remember, profitability isn't just about making money; it's about building a sustainable business that works for you. And by following these simple yet effective strategies, you'll be well on your way to achieving just that. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.    

Until next time, look after yourself and I’ll catch up with you soon!

Now, I know what you’re thinking—"We’ve talked about building teams before, haven’t we?" And you’re right, but Stuart is bringing a fresh take today, one that’s not just about the usual metrics and leadership strategies. Instead, we’re focusing on how to do it while you’re on holiday. Stuart walks us through the process that one of our clients, Andy, went through, building a high-performing team that allowed him to take a full three-week break—without being disturbed once. That’s the dream for many MSP owners, and Stuart is here to break down how Andy made it a reality. 

One of the key points Stuart makes in this episode is the importance of building an Owner Not Needed (ONN) business. The idea is simple but powerful—replace "Owner" with your name: Ian Not Needed, Stuart Not Needed, Andy Not Needed. It’s about building a business where you can step away and it not just survive, but thrive. Most MSP owners started on the technical side of things, and because of that, many struggle to let go. There’s an ego element to it—"If I’m not involved, will they do it right?"—and that can make it hard to trust your team to handle things on their own. 

But Stuart emphasises that part of creating a high-performing team is getting out of your own way. One of the most counterintuitive but effective strategies he mentions is this: go on holiday. The more you step back, the more space you create for your team to step up. Andy’s journey started with nervousness, but over time, he began to see that his team not only managed in his absence but also proactively moved the business forward. By giving his team the freedom to own their roles, they were able to take on internal projects, improve processes, and keep the business running smoothly—all while Andy enjoyed his time off. 

Stuart also talks about the importance of testing this trust incrementally. He suggests starting with smaller periods away from the business, like a week’s holiday, and gradually increasing the time as you and your team gain confidence. It’s about trying something new, and trusting the people you’ve hired. And if something doesn’t go right during your absence, that’s valuable feedback—an opportunity to reassess whether you’ve got the right people in the right roles. 

Another crucial aspect Stuart touches on is measurement. He shares an example from Andy’s business where they set a KPI around recording ticket time. Previously, the team struggled to record more than four hours of billable work a day, but by setting a clear target, they were able to regularly hit between five and six hours, leading to a significant impact on the bottom line. By setting these kinds of benchmarks and communicating them clearly with your team, you not only help them understand what success looks like but also keep the business on track while you’re away. 

Stuart highlights the importance of involving the team in the journey. It’s not enough to hand over responsibility without context. Engaging your team in conversations about the future of your MSP, listening to their ideas, and incorporating their feedback into the overall plan makes them feel valued and therefore invested. This level of involvement leads to greater ownership, and in Andy’s case, it resulted in a team that could run the business seamlessly, allowing him to take those coveted weeks off. 

So, if you’re an MSP owner who’s been hesitant to step back, take a page from Andy’s book. Trust your team, set clear expectations, and give them the space to prove that they can handle things without you. With the right people and processes in place, you’ll be able to enjoy the freedom that comes with an Owner Not Needed business. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

One of the key takeaways from our conversation is the importance of prioritizing self-care, particularly in the realms of sleep, nutrition, and exercise. Claire emphasizes the significance of refuelling and recharging our bodies to maintain peak performance, especially in high-stress environments like the MSP industry. By focusing on sleep quality and adopting small lifestyle changes, such as time chunking and delegating tasks effectively, we can enhance our productivity and overall well-being. 

We discuss the detrimental effects of procrastination and perfectionism, which often lead to paralysis and hinder growth in business. Claire encourages MSP owners to dare to delegate and trust their teams, recognizing that withholding tasks deprives others of the opportunity to contribute and stifles business expansion. Through clear communication, understanding team strengths, and setting realistic expectations, we can foster a culture of trust and collaboration within our organizations. 

Furthermore, Claire highlights the power of co-working sessions and time tracking tools in boosting productivity and accountability. These practices, whether conducted virtually or in-person, provide a supportive environment for MSP professionals to stay focused and motivated while tackling their tasks. By implementing these techniques, individuals can gain valuable insights into their work habits, identify areas for improvement, and ultimately achieve greater efficiency and satisfaction in their roles. 

In addition to practical strategies, Claire emphasizes the importance of mindset shifts in overcoming overwhelm. By adopting a proactive approach to managing tasks, breaking them down into smaller, manageable chunks, and celebrating incremental progress, individuals can cultivate a sense of empowerment and control over their workload. Through self-reflection and regular check-ins, MSP owners can identify areas of improvement, set realistic goals, and create a roadmap for success in their personal and professional lives. 

As we wrap up our conversation, Claire leaves us with a powerful reminder to take a step back, assess our priorities, and seek support when needed. By acknowledging our limitations and embracing a growth mindset, we can navigate the challenges of overwhelm with resilience and grace. 

To connect with Claire and learn more about her work in supporting MSP business owners, you can find her on LinkedIn at Claire Jenks or simply click HERE. You can also visit her website at clairejenks.co.uk. And if you're interested in exploring co-working opportunities with Claire, be sure to check out clairejenks.co.uk/coworking-msp for more information. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Remember, you don't have to tackle overwhelm alone. Together, we can take control of our time, elevate our productivity, thrive, and scale your MSP business with confidence. 
 
Until next time, look after yourself and I’ll catch up with you soon!

Whether it's the struggle to find quality candidates or the uncertainty of what roles to fill, recruitment can indeed be a daunting task. But in this discussion with Jane Matthews, we explored the transformative power of a cultural fit in your MSP and how it can make a significant difference in your employee engagement and team-building efforts. 
 

We started our conversation by addressing the state of recruitment in the post-COVID world. Jane highlighted that we've transitioned from an employee-driven market to an employer-driven market and are now settling into a hybrid model. However, she emphasized the importance of accommodating different generations in the workforce, understanding their unique needs and expectations, especially in a hybrid working environment. 

One key takeaway from our discussion was the significance of defining and maintaining a strong company culture. Culture goes beyond just a set of values; it encompasses how your team behaves, communicates, and approaches problem-solving. Jane made a compelling point that values should align with not only the business owner's beliefs but also with the expectations of clients and the team. Culture isn't just something you create; it should also evolve naturally within your organization. 

Janecoined the term "behaviour stack" to help MSPs distinguish between technical skills (tech stack) and behavioural traits. By focusing on the behaviour stack, you can identify what traits make your best team members stand out. Do they excel in communication, teamwork, or going the extra mile? By pinpointing these behavioural traits, you can ensure that new recruits fit seamlessly into your team's culture. 

Creating a positive culture involves more than just declaring an open-door policy. It requires consistent effort, engagement, and genuine interest in your team's well-being. Jane emphasized that business owners should actively seek feedback, ask about personal lives, and show that they have time for their team members. It's all about building trust and creating a comfortable environment where everyone feels valued and heard. 

We also explored the concept of nurturing and growing talent from within your organization. Jane pointed out that many employees leave their jobs because they feel stuck or don't see opportunities for growth. Regular one-to-one meetings between managers and team members can help identify their strengths and interests, ultimately leading to a more engaged and motivated workforce. 

In conclusion, Jane shared three essential tips for MSPs looking to strengthen their recruitment and team-building efforts in 2024: 

1. Understand Your Team's Behaviour Stack: Take the time to identify the behavioural traits that make your best team members stand out. This will help you find candidates who are not only skilled but also culturally aligned with your organization. 

1. Embrace Consistent One-to-One Meetings: Regular one-to-one meetings with your team members are crucial for building trust, understanding their needs, and uncovering opportunities for growth and development. 

1. Play to Your Team's Superpowers: Recognize and leverage the unique strengths and talents of your team members. Encourage them to pursue personal development and align their superpowers with your business goals. 

Remember, building the right team with the right cultural fit can be a game-changer for your MSP. It's all about fostering a positive, engaging work environment that empowers your team to excel and drive your business forward. 

To connect with Jane Matthews and continue the conversation, reach out to her through LinkedIn by clicking HERE or you can reach out to her via email at jane@wildcatcareers.co.uk 

Check out Wildcat Careers through their website HERE 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!

Darren kicks things off by emphasizing the critical importance of having a Unique Selling Proposition (USP) in the MSP sector. In a market saturated with providers, standing out is a challenge, and your USP is your secret weapon. Often, MSPs fall into the trap of offering generic USPs like quick response times or dedicated account managers. Darren advises us to dig deeper. He suggests that we ask our existing clients what made them choose our services and what they value most. This feedback can uncover the unique strengths that can set your business apart. 

But having a USP is just the beginning; it must be embedded within the very culture and operations of your company. Darren suggests creating a service catalogue that outlines precisely how your USP is consistently delivered across all aspects of your business. This not only ensures clarity but also helps build trust with your team and clients alike. 

Then we tackle a challenge many of us are facing in the post-pandemic world: managing a hybrid workforce, where some employees are remote, and others are in the office. Darren offers some valuable insights into how to maintain an engaged and connected workforce in this scenario. One tip for getting everyone involved, whether in the office or remote, is to act as if they are all remote. In meetings for example, it's crucial to ensure that everyone has the same experience. By having everyone join the meeting remotely, you create an equal footing, fostering better engagement among team members. 

Throughout our conversation with Darren, the recurring theme is the need for consistency and execution. He stresses that building a scalable and profitable MSP is a journey that requires a long-term commitment. Quick wins and shiny new toys might be tempting, but the real key is maintaining consistent messaging and execution. Darren's advice is to plan your value creation over a minimum of five years, ensuring that your entire team is aligned with your mission. 

We then circle back to the heart of service delivery and the MSP industry. Darren reminds us that an MSP needs to be a sales and marketing-focused business, not just a technical one. The success of your business is intricately linked to your USP. It's not enough to claim that you're different; you need to prove it through your actions. Trust and belief in your operations are essential for your sales team to effectively communicate your USP to potential clients. 

Darren highlights the common mistake of offering generic USPs, such as speedy response times or long-term partnerships. These clichéd claims won't set you apart from your competitors. Instead, he advises us to delve deeper into what makes us unique. This is where your existing clients can be invaluable. Ask them why they chose your services, and let their feedback guide the development of your USP. 

Darren encourages MSPs to think long-term. Building a scalable and profitable MSP is a journey that requires planning, consistency, and execution. Don't be swayed by quick wins; stay true to your mission and ensure that every aspect of your business, from culture to operations, reflects your unique selling proposition. Your USP is your beacon in the crowded MSP industry, and by aligning your entire team with it, you'll be well on your way to success. 

Connect with Darren Strong on his LinkedIn by clicking HERE 

Or you can also check out Scalable MSP through their website by clicking HERE 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

Mark Taylor, the CTO and co-founder of Chorus, a 24-year-old traditional MSP with a strong Microsoft focus, provided a wealth of knowledge on this subject. He explained that Chorus has three core streams: traditional managed services, a Microsoft-focused Dynamics practice, and a security web practice that has been operating for about five years. 

The discussion started with a focus on the evolving threat landscape over the past 18 months. Mark emphasized that security breaches can often be triggered by the simplest mistakes, such as leaving a back door open. MSPs are increasingly targeted by cybercriminals, making security a paramount concern for both MSPs and their clients. 

Mark highlighted that, historically, businesses viewed security as locking the gates and fortifying their defenses. However, this approach is outdated. Even if you build strong walls, determined attackers will find a way in. Instead, the new perspective is to assume that they will get in eventually and focus on quickly detecting and responding to threats. This resilience-driven mindset is essential for protecting both MSPs and their clients. 

When it comes to starting the journey into managed security services, Mark stressed the importance of implementing basic security hygiene effectively. Properly implemented Multi-Factor Authentication (MFA) is a key component in reducing risks, with studies showing that 98% of risks can be mitigated through these basic measures. Additionally, Mark highlighted the shift from traditional antivirus solutions to Endpoint Detection and Response (EDR) or Managed XDR (Extended Detection and Response) services, which provide more comprehensive threat detection and response capabilities. 

Mark clarified that the term MSSP (Managed Security Service Provider) has evolved over time and is now broadly applicable to most MSPs. Even if MSPs are not offering full-blown 24/7 security operations centre (SOC) services, they are still engaging with security discussions and implementing essential security measures. It's a matter of varying degrees of specialization and service offerings. 

The conversation then turned towards Chorus's journey in building its own Cyber Security Operations Center (CSOC). Mark explained that their decision to invest in a CSOC stemmed from the need to provide enhanced security services to their larger clients. They recognized the need for faster threat detection and containment, which is achievable with a dedicated CSOC. 

Ian inquired about the different security layers within MSPs, including the help desk, the Network Operations Center (NOC), and the Security Operations Center (SOC). Mark clarified that the SOC primarily focuses on monitoring and responding to security threats, ensuring rapid detection and containment. While some MSPs choose to handle security alerts within their organization, others outsource these functions to specialized providers. 

They also discussed the differences between Managed Detection and Response (MDR) and Managed Extended Detection and Response (MXDR). MDR initially focuses on protecting endpoints, whereas MXDR extends its scope to cover additional security measures, such as monitoring sign-in logs on domain controllers and analysing email traffic in greater detail. The choice between MDR and MXDR depends on the MSP's and clients' specific needs and risk profiles. 

The conversation touched on the adoption of Microsoft's security solutions, with Mark highlighting the attractiveness of Microsoft 365 Business Premium, which includes Defender for Endpoint. Many clients already have these licenses and may opt to leverage Microsoft's security offerings, reducing the need for third-party solutions. 

Finally, they delved into the role of Artificial Intelligence (AI) in shaping the future of cybersecurity. AI is rapidly becoming an integral part of security operations, providing quicker insights and decision-making capabilities. While AI enhances security measures, it is not a replacement for human expertise but rather a tool that supports and enhances the capabilities of security professionals. 

In conclusion, this episode with Mark Taylor shed light on the evolving landscape of managed security services and the crucial role they play in safeguarding MSPs and their clients. As the threat landscape continues to evolve, it is essential for MSPs to consider adopting managed security services and choose the right security measures to protect their clients effectively. 

 
Connect with Mark Taylor on his LinkedIn by clicking HERE 

Or you can also check out Chorus through their website by clicking HERE 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon! 

The Value of Consistency and Self-Investment  

Meg starts by emphasizing the importance of consistency in building a high-performing team. To achieve this, business owners need to invest time in learning and growing themselves. Consistency, combined with self-investment, leads to the development of valuable managerial skills. Business leaders should focus on continually improving their skills, aligning their values with their team, and driving the company's mission forward. 

The Role of Managers and Team Leaders  

Meg highlights the critical role of managers and team leaders in nurturing talent. They should be willing to be vulnerable and acknowledge that their team members may possess more knowledge in certain areas. To effectively manage and lead, it's crucial to value your managerial skills and provide your team with the opportunity to develop and grow. 

The Importance of High-Performing Teams  

We discuss what a high-performing team looks like. It's not just about meeting targets or solving technical issues. High-performing teams engage in conversations about client opportunities, innovation, and continuous improvement. They value open communication and encourage team members to share their thoughts and ideas for improvement. 

Getting the Onboarding Process Right  

Meg shares insights into the onboarding process, which goes beyond simply orientating new hires to your business. It's about helping them become high-performing team members who understand your culture, values, and objectives. Setting clear 30-60-90 day plans, defining what success looks like in the role, and consistently monitoring progress are key elements of effective onboarding. 

Individual Contributor Skills  

For individual contributors who are not managing teams, Meg outlines three critical skills: proficiency, teamwork, and daily discipline. These skills include technical expertise, alignment with company values, and maintaining strong daily routines. The role of a manager is to support individual contributors in developing and honing these capabilities. 

The Shadow of the Leader  

Leaders must look in the mirror and assess their own behaviour and actions. Their conduct sets the tone for the entire team. Effective leadership involves being open, involving the team, and being willing to admit when improvements are needed. Your team can provide valuable insights into areas where your business can become better. 

Simplifying the Process  

Meg's advice is to keep it simple. Start by investing time and effort into the hiring process and consistently monitor and support your new hires. Don't overcomplicate things. Consistency and self-investment will lead to significant improvements over time. 

Hiring the right candidate is only the first step towards building a successful team. To truly thrive, businesses must invest in their leadership skills, value their managerial abilities, and foster high-performing teams that are aligned with their culture and mission.  

A simple yet consistent approach, combined with continuous self-improvement, will lead to a radical transformation in your business. 

 
Connect with Meg Fenney on LinkedIn by clicking HERE or reach out via email at meg@hrdownload.co.uk to learn more about her insights and expertise. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!

Myth #1: Marketing is a One-Time Event 

Paul Green kicks things off by dispelling the myth that marketing is a one-time event. Many MSPs mistakenly believe that a single campaign or event will bring them a flood of clients. In reality, marketing should be a consistent, ongoing effort. As Paul aptly puts it, "Marketing is a bit like feeding a garden; you need to keep watering it if you want it to grow." 

Myth #2: Marketing Requires a Huge Budget 

Our discussion then delves into the misconception that effective marketing requires a significant financial investment. Paul emphasizes that marketing doesn't have to break the bank. He highlights the importance of delivering the right message to the right audience at the right time, often achievable without a substantial budget. Success lies in targeting the ideal prospects and building trust over time. 

Myth #3: You Must Hire a Marketing Agency 

Paul acknowledges the value of marketing agencies but urges MSPs to tread carefully when considering this route. He emphasizes the need for honesty when choosing an agency, ensuring they align with your core competencies. While agencies can be beneficial, he advises against hiring one if you expect immediate results. Patience and collaboration are key to success when working with marketing agencies. 

Myth #4: Marketing is All About Digital 

In our fourth myth, we address the misconception that marketing is solely a digital endeavor. While digital marketing is crucial, Paul encourages MSPs to incorporate physical marketing elements into their strategy. From personalized IT services buyers' guides to printed newsletters, offline marketing can set you apart in a crowded digital landscape. 

Myth #5: You Must Beat All Your Competitors 

The final myth we tackle is the belief that you must outperform all your competitors in the market. Paul dispels this notion by highlighting the importance of distinguishing yourself from just a couple of key competitors. By consistently implementing a daily, weekly, and monthly marketing system, you can steadily gain an advantage over others in your space. 

In a year filled with economic uncertainties and rapidly advancing AI technologies, we explore how MSPs can adapt their marketing strategies for 2024. Paul acknowledges the lasting impact of the pandemic on consumer behaviours but suggests that most of the marketing fundamentals remain unchanged. He advises MSPs to embrace AI as an assistant rather than handing over their entire marketing strategy to automated tools. 

As our conversation comes to an end, we reflect on the significance of educating prospects and clients about AI in a relatable way. Paul highlights the opportunity for MSPs to become trusted guides in the world of AI by demystifying its complexities for ordinary business owners. 

Remember, marketing is an ongoing process, and consistency is key. 

Connect with Paul Green on his LinkedIn profile HERE 

Or check out Paul’s website HERE 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon! 

One of the fundamental concepts we explore is whether you'll choose to be a competitor or a creator in 2024. It's a choice that can significantly impact the trajectory of your MSP. Competing means constantly fighting for a share of the existing pie, believing resources are limited, and you need to outwork the competition. But is that the best approach? 

Stuart encourages MSPs to consider becoming creators instead. This mindset shift involves innovating, focusing on what you can build uniquely, and differentiating your business from the competition. Rather than fighting for scraps, become the creator of something new, something that resonates with your target audience, and ultimately, something that sets you apart from the crowd. 

We start our journey towards a successful 2024 with a focus on culture and character within your MSP. Creating a thriving culture is crucial for attracting and retaining the right team members. When your team aligns with your vision and values, it's a powerful driver for success. Don't just assume your culture is fine; define it, communicate it, and demand it from your team. 

Next up, we explore harnessing ambition. This involves strategic planning, accountability, and getting your head in the right space to achieve your goals. You can't expect to compete or create effectively without a clear vision and a strategy to get there.  

Effective communication of your plan is key, so consider regular one-on-one meetings, monthly management gatherings, or other mechanisms to ensure everyone in your MSP understands and aligns with your strategy for 2024. 

Sales and marketing are often where MSPs feel they must compete with others, but it doesn't have to be that way. You can take a more creative approach to your lead generation efforts. This means creating a marketing strategy that truly resonates with your target audience and provides value. Stop guessing and commit to a long-term strategy that's tailored to your unique strengths and weaknesses. 

Building your dream team is a critical part of scaling your MSP in 2024. You can't do it all on your own, and you shouldn't try to. Identify the key team members who will form the foundation of your success, and then make sure you have the right people in those roles. It's not just about skills; it's also about attitudes and alignment with your vision.  

Consider whether some team members need to step up or if it's time for them to move on, making way for new talent that better fits your future goals. 

As we embrace the possibilities of 2024, keep an eye on our website for an upcoming masterclass on building your dream team. We're excited to continue helping MSPs like you thrive and grow in the year ahead. 

Stuart and I are thrilled about the journey ahead in 2024. We're not just looking forward to helping more MSPs scale and succeed; we're also excited about having some fun along the way.  

So, as we raise our virtual glasses to toast the new year, remember that you have the power to choose whether you compete or create. Make 2024 matter for your MSP by creating something new, something unique, and something truly remarkable. Here's to a successful and fulfilling year ahead for all of us. Cheers! 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Thank you for tuning in to the IT Experts Podcast, and we'll be back soon with more valuable insights and expert advice to help you on your MSP journey in 2024 and beyond. Happy New Year!

So, it seems apt as we recap our top 4 episodes, that we start with one of the most common challenges we see facing MSPs -   knowing where to start when it comes to growing their businesses.  

In Episode 139, titled "Where Do I Start When I Want to Grow My MSP?" we addressed this common hurdle. Many MSPs struggle to navigate the overwhelming amount of support and resources available. The key takeaway here is that finding the right starting point is crucial. Building a clear growth plan is the first step in the journey. 

In Episode 146, "How Do I Get Fresh New Leads for My MSP?" we delved into another challenge faced by MSPs – acquiring new leads. We highlighted the importance of understanding your ideal client and focusing on quality over quantity. Rather than chasing after every lead, MSPs should resonate emotionally with the right clients. Building a clear picture of your target audience simplifies your marketing efforts and boosts your chances of success. 

One standout episode this year was Episode 144, with our leadership coach Julie Hutchison. Titled "The Art of Having a Difficult Conversation," this episode explored why MSP business owners often struggle with having challenging discussions with their team members.  

It's a common issue because, as MSPs, we're comfortable with technology, which doesn't argue back. However, dealing with people and addressing issues head-on can be daunting. Julie provided valuable insights into effective communication and leadership, making this episode a standout hit. 

One of the most common challenges faced by MSPs is finding more time in their day. In Episode 140, aptly titled "How Do I Find More Time in My Day?" we tackled this issue head-on. The time crunch can often leave MSP owners feeling overwhelmed. The key takeaway here is to remember that you're in control of your time. By prioritizing tasks, delegating, and focusing on what truly matters, you can reclaim valuable time and enhance your productivity. 

As we wrap up 2023, it's essential to reflect on our accomplishments and plan for the future. The MSP community has grown stronger, and there are endless opportunities ahead. Remember, you're in control of your destiny. Consider what will make 2024 even better than this year. As the MSP Growth Hub continues to expand, we invite you to explore our resources, webinars, and our active Facebook group, "Scale with Confidence." 

If you're unsure about the next steps in your MSP journey, take our MSP Mastery Quiz on our website. It will help you gain clarity on your goals and point you in the right direction. And when you're ready, reach out to us for a chat. We're here to help you get closer to achieving your vision of running a profitable business that doesn't run you. 

2023 has been an exciting year for MSPs, filled with growth, challenges, and valuable lessons. As we close the chapter on this year, we want to express our gratitude to all our listeners, clients, and friends in the MSP community. Your support has been instrumental in the success of the IT Experts Podcast.  

So, enjoy the holiday season, take some time to recharge, and let's gear up for an even more incredible year ahead in 2024. Remember, you're in control of your destiny – make it count! 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Thank you for tuning in, and we look forward to catching up with you in the new year. Cheers! 

Building the right team and establishing a well-structured workforce is essential for any MSP looking to scale and thrive. Stuart shares his invaluable insights on this often-challenging topic, shedding light on why it's such a crucial issue and offering practical tips to help you get it right. 

Understanding the Challenge  

As Stuart explains, creating the ideal people structure within your MSP is a challenge because it revolves around, well, people. Managing a team, particularly as your MSP grows, becomes one of the most complex and significant tasks. It's not just about hiring the right individuals; it's about ensuring they work together harmoniously and efficiently towards your common goals. As MSPs expand, they often encounter frustration due to the complexities that come with scaling a team, and this episode aims to address those frustrations head-on. 

Planning Your People Structure  

One of the first key principles Stuart highlights is the importance of planning your people structure for the future. It's not merely about tweaking your existing team; it's about envisioning what your business should look like down the road. Stuart encourages MSP owners to think about the roles they'll need to fill, whether in finance, sales, or operations, to make the business work for them rather than the other way around. With hybrid working and remote setups becoming increasingly prevalent, planning becomes even more critical. 

Understanding Your Current Team  

Stuart emphasises the need to thoroughly understand your current team – who they are, what roles they fill, their skills, and their behaviours. Many MSPs make the mistake of keeping underperforming employees due to familiarity, even when they know deep down that these individuals aren't pulling their weight. Identifying and addressing these issues within your existing team can significantly impact your business's growth and success. 

Aligning Skills and Ambitions  

Stuart touches upon the importance of aligning the skills and ambitions of your team members with the roles they occupy. Not every senior technician is suited to be a Service Delivery Manager, and not every junior tech wants to tackle project work. It's crucial to understand not only what people want to do but also where they excel and where they find their "flow." This alignment can significantly boost productivity and engagement within your MSP. 

Recruiting to Fill the Gaps  

Once you have a clear understanding of your future organizational structure and your team's skills and aspirations, the next step is to recruit to fill the gaps. Stuart suggests hiring individuals who possess the skills needed to support your business's growth. Additionally, consider developing existing team members by aligning their interests and ambitions with the roles you require. 

Dealing with Mediocrity  

Stuart highlights the damaging impact of tolerating mediocrity within your team. If you have team members who don't align with your company values, fail to meet performance standards, or lack commitment, it can hinder your MSP's growth and success. Addressing performance and behavioural issues head-on, even if it involves difficult conversations, is crucial for developing an effective people structure. 

In conclusion, shaping the people structure of your MSP is a critical endeavour that requires careful planning and alignment. Stuart's insights in this episode shed light on the common challenges MSP owners face and offer practical steps to address them. By understanding your team, aligning their skills and ambitions, and being proactive about performance issues, you can create a workforce that not only supports your growth but also enables your MSP to thrive in a rapidly changing industry. 

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!   

In this episode, Julie and I delve into the world of MSP sales, offering you practical strategies to enhance your sales process and build stronger relationships with your clients. We understand that selling can be a daunting task, especially for tech-savvy individuals, but fear not – we're here to help you navigate the path to more sales and greater success. 

The Six Human Needs 

Julie introduces us to the concept of the "Six Human Needs," a framework popularized by Tony Robbins. These needs underpin human behaviour and influence our decision-making. By understanding and addressing these needs, you can better connect with your clients and tailor your approach to their unique requirements. 

Certainty and Uncertainty: People have a need for both security (certainty) and variety (uncertainty). Some seek stability, while others crave excitement and change. Recognising where your clients fall on this spectrum is crucial for meeting their needs. 

Significance: Everyone wants to feel important and valued. It's essential to make your clients feel like they matter and that you genuinely care about their success. 

Connection: We all yearn for human connection and a sense of belonging. If you can foster a sense of community or teamwork with your clients, it can make a significant impact on your sales relationships. 

Growth: Some clients are driven by the desire to learn and grow. Highlight how your services can help them develop and improve, catering to their thirst for knowledge. 

Contribution: Many people have a strong desire to give back or make a positive impact. If your company has a charitable component or contributes to a greater cause, share that with your clients to create a deeper connection. 

Julie explains that by identifying which of these needs resonate most with your clients, you can tailor your sales pitch to align with their values and desires. This approach helps you build trust and rapport, making it easier to secure more sales. 

Applying the Six Human Needs in Sales 

Now that we understand the Six Human Needs, Julie and I discuss how to apply this knowledge in a sales context. It all comes down to active listening and adjusting your approach accordingly. By genuinely hearing what your clients are saying and understanding their needs, you can better position your products or services to meet those needs. 

We emphasize the importance of using frameworks like the Decision Maker Map and behavioural profiling (like DISC) to gain a comprehensive understanding of your clients. This enables you to tailor your sales pitch effectively and demonstrate how your offerings align with their desires. 

In conclusion, Julie leaves us with two invaluable tips for boosting your sales: 

1. Don't Wear Your Locker Pants: In other words, don't impose your technical expertise and jargon on clients. Instead, meet them where they are, understand their needs, and guide them on their journey – just like Ian's amusing running track analogy. 

1. Listen and Adapt: Pay close attention to what your clients are saying. Listen for clues about their needs, whether it's a desire for security, a sense of belonging, or a thirst for knowledge. Then, adapt your sales approach to address these needs, making your clients feel heard and valued. 

Julie Hutchison's insights in this episode offer a fresh perspective on sales – one that prioritises the human aspect of business relationships. By understanding and fulfilling your clients' core needs, you can increase your sales success and build long-lasting connections with your clients. So, remember, it's not just about the technical stuff – it's about them. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 
 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.  
 

Until next time, look after yourself and I’ll catch up with you soon!   

To help guide us through this minefield, I’m joined by PSA expert Chris Timm, who returns to share his invaluable insights on when and how to make this big change. If you’ve ever thought about switching your PSA, or are just wondering if your current tool is still the right fit, this episode is packed with practical advice and real-world examples to help you avoid common pitfalls. 

Chris Timm begins by highlighting a phenomenon many of us are familiar with: shiny ball syndrome, or as he calls it, the “magpie effect.” It’s all too easy to get distracted by the latest tools and products hitting the market, but as Chris points out, not all decisions to switch your PSA are based on sound reasoning. The question you really need to ask yourself is: is this tool helping my business achieve its goals, or am I simply following the crowd? 

A crucial point made by Chris is that many MSPs aren’t fully utilising the capabilities of their existing PSA. Often, MSPs buy a PSA for basic functions like ticketing, but fail to explore other features like billing, project management, or customer profitability tracking. Chris stresses the importance of self-auditing your PSA to determine whether it’s genuinely failing to meet your needs, or if you’re simply not using it to its full potential. If your current PSA can do what you need, but you haven’t tapped into those functions, it might be worth sticking with it rather than jumping ship. 

However, there are legitimate reasons for changing your PSA, and Chris outlines a few key ones. Perhaps your vendor is overcharging or tying you into long-term contracts with little innovation. Maybe your business has grown, and your current tool isn’t scaling with you. When these factors come into play, it’s time to seriously consider moving to a new PSA that can better support your business. 

Once the decision to change your PSA has been made, the next challenge is managing the transition. Chris and I discuss the complexity of switching PSAs, comparing it to open-heart surgery for an MSP. There are several factors to consider: how much data you need to transfer, how long the transition will take, and how to train your team on the new system. Chris advises against trying to do it all yourself and strongly recommends working with a consultant or your PSA vendor to ensure a smooth and efficient migration. 

One key takeaway from this episode is the importance of proper planning and resource allocation when changing your PSA. Chris emphasises that the process will require a significant time investment, especially for your technical lead. A common mistake MSPs make is underestimating how much time and effort the transition will take, which can stretch the process from months to a year or more. A dedicated team member needs to be assigned to oversee the implementation and ensure the PSA is set up correctly from the start. 

But as Chris and I both agree, despite the challenges, getting your PSA right can be transformational for your MSP. The right tool can save you countless hours, automate manual tasks, and streamline your operations. From billing to project management, a well-implemented PSA can make your business more efficient, reduce costs, and ultimately improve your bottom line. For your technical team, the right PSA can simplify workflows and make their jobs easier, giving them more time to focus on strategic work that helps grow the business. 

If you’re considering switching your PSA, Chris Timm’s top three tips are clear: make sure you’re moving for the right reasons, fully understand what your current PSA can do before deciding to change, and always work with someone experienced to help guide you through the process. 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

OR  

To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!   

Stuart begins by emphasising the importance of scrutinising costs, both in your personal finances and within your MSP. It's astonishing how often we overlook those small monthly subscriptions that add up over time. Stuart shares a recent example of a client who discovered £2,300 in unnecessary recurring costs, equivalent to a full-time engineer's salary. So, a quick win for boosting your MSP's cash flow is to regularly review your expenses. 

Knowing your numbers is the next crucial step. Stuart highlights that it's not just about tracking money in and out; it's about understanding the components of your financial picture. This means breaking down your income into categories like contract revenue, support revenue, and hardware revenue, and then examining your gross and net profit on these streams. By having a detailed grasp of your numbers, you can confidently forecast your financial future and make informed investment decisions. 

Another vital aspect Stuart touches upon is client analysis. Your clients hold the key to more cash in your MSP. Analyse their spending, profitability, and the technology solutions they use. Are they getting the most out of your services? Are there opportunities to upsell or streamline their tech stack? By digging into these questions, you can identify areas for growth and profitability. 

Account management is our fourth tip, and it's closely tied to client analysis. Having a systemized account management process in place helps you stay on top of your clients' needs. This process ensures that you're not just meeting their current requirements but also anticipating their future needs. By doing so, you can confidently plan investments, knowing that they align with your clients' evolving tech roadmaps. 

We also touch on the time thieves that often go unnoticed within an MSP. These can be inefficiencies, overlooked opportunities, or clients who aren't as profitable as they should be. Identifying and addressing these time thieves can significantly impact your bottom line. 

In conclusion, the path to "more cash" in your MSP involves cost management, a deep understanding of your financial numbers, thorough client analysis, and an effective account management process. As Stuart rightly points out, profit is everything, and by taking the time to delve into these areas, you can unlock hidden opportunities for growth and ensure your business works for you rather than the other way around. 

Remember, building a profitable MSP is about more than just accumulating cash in the bank. It's about creating a sustainable, thriving business that supports your long-term goals. So, take Stuart's advice to heart and start your journey towards "more cash" in your pocket and a more profitable MSP today. 

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!

Stuart begins by emphasising the significance of existing clients, referring to them as the "Golden Goose" of your business. The key, he says, is optimising the relationship and revenue you have with them. Many MSPs leave a significant amount of recurring and one-off revenue on the table when they neglect their existing clients. The goal is to encourage your "Golden Goose" to lay more golden eggs, and this episode is all about how to achieve that. 

Stuart shares a compelling example of a client who put seven figures of additional revenue into their business in less than 12 months by focusing on their existing client portfolio. It's a testament to the potential that often lies untapped within your current client base. 

So, why do many MSPs struggle with this? Stuart pinpoints a common problem: getting in your own way. It's easy to become overwhelmed with day-to-day tasks and neglect the crucial aspect of account management. But, as Stuart suggests, there are a few key strategies that can transform your business, and it all starts with overcoming these obstacles. 

One of the most fundamental steps is pricing. Stuart emphasizes the importance of charging the right amount for your services. Many MSPs have outdated pricing structures, and it's crucial to align them with the value you provide. Stuart recounts a story of a client who was hesitant to raise prices because they feared losing clients. However, after realizing the potential for additional profit, they took action, and it's poised to transform their business. 

Stuart and I discuss the simplicity of the process when you have a well-defined strategy. It begins with understanding the profitability of each client and categorising them based on their value to your business. Not all clients are equal, so it's essential to prioritise your efforts. 

Once you've graded your clients, it's time to standardise your packages and communicate changes. Stuart suggests starting with a gentle approach, perhaps by announcing price increases for the upcoming year. Surprisingly, most clients won't raise objections, and you'll find that the majority accept the changes without much fuss. 

The next stage in the account management process is to establish a rhythm of review and communication with your clients. This ongoing dialogue ensures that their technology roadmap aligns with your services, and it fosters a win-win relationship. Stuart underlines that this process doesn't have to be overwhelming. By breaking it down into manageable steps, you can systematically work through your client base. 

In conclusion, the episode's core message is clear: don't overlook your existing clients. They hold immense potential for revenue growth and profitability. By following a structured approach that includes pricing optimisation, client categorisation, and regular communication, you can unlock the hidden treasures within your client base. Your existing clients are indeed your "Golden Goose," and it's time to help them lay more golden eggs for your MSP. 

So, if you're eager to harness the power of your existing clients and want to learn more about account management, take the Scale with Confidence MSP Mastery Quiz. It's a quick three-minute assessment that provides a 360° scan of your MSP and offers a personalised report with actionable insights.  

Don't let these opportunities slip through your fingers – start cultivating those golden eggs today! 

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Again, if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!

Defining A-Players 

So, what exactly are A-players in the MSP world? Stuart breaks it down for us. A-players are those individuals who are not just content with the status quo. They have the drive to step into their full potential in their careers, often going above and beyond their job description. These are the people who aspire to lead, innovate, and make a significant impact on your MSP.  

If you're an ambitious MSP looking to scale confidently, A-players are the ones you want on your team. 

The Consequences of Not Having A-Players 

If you find yourself wondering why your team isn't taking ownership or driving your MSP forward as you'd like them to, it might be time to assess your team's composition.  

When you lack A-players, you often end up micromanaging, leading, and directing your team continuously. This can be draining, hindering your MSP's growth potential. It's that moment when you think, "Why can't others in my team take initiative like I do?" Recognizing this tipping point is crucial. 

Why Don't People Hire A-Players?  

The hesitation to hire A-players often stems from fear. There's the fear of investing a significant sum in a talented individual. The fear of making the wrong hiring decision and ending up back where you started. Some MSP owners also grapple with imposter syndrome when considering hiring someone older, more experienced, or more qualified than themselves.  

The fear and procrastination can be real roadblocks to growth. 

Here are Stuart’s 5 key steps on how you can start finding A-players in your MSP: 

• Planning for the Future: Start by envisioning what your team should look like in three to five years. Plan out the functional roles you need to relinquish and the people you need to hire to allow you to focus on the more critical aspects of your MSP. 

• Hiring the Best: Be brave and don't shy away from hiring people who are better, more experienced, and qualified than you. Look for the right fit and alignment with your company culture, regardless of their age or experience. This step may require an investment, but it's often worth it. 

• Quantify the Recruitment Process: Implement a structured recruitment process. Develop a set of interview questions and scoring criteria. Focus on finding evidence to back candidates' claims rather than taking things at face value. This approach ensures objectivity in your hiring decisions and helps you identify the right person for the job. 

• Onboarding and Engagement: Once you've found your A-player, keep them engaged even before they officially join your team. Regularly touch base, send postcards, and invite them to events to ensure they feel connected. On the first day and beyond, create a 100-day plan for them to make sure they integrate smoothly into your MSP. 

• Investing for the Right Person: Be prepared to pay more for the right individual. Depending on your MSP's size and ambition, you may need to offer competitive salaries to attract top talent. Remember, it's an investment that often pays off when you have the right A-players driving your MSP forward. 

As an MSP business owner, recognizing the need for A-players in your team is the first step towards unlocking your business's true potential. These exceptional individuals can help you scale, innovate, and lead with confidence. Don't let fear or procrastination hold you back from making the necessary changes to your team composition.  

With the right planning, recruitment process, and commitment to onboarding, you can set your MSP on the path to success. So, embrace the challenge of finding and nurturing A-players, and watch your MSP thrive like never before. 

As an additional resource that will help you find those A-players, listen to Episode 143 (and 4th episode of the Ask Stuart series!) which is where we asked Stuart, how to get more out of my team? 

 
We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes. 

Connect with me on LinkedIn and see what I'm up to by clicking HERE 
 
To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE 

And if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!

The Importance of Quality Sleep 

First and foremost, let's talk about sleep. It's not just about catching a few hours of shut-eye; it's about getting quality rest that leaves you feeling rejuvenated and ready to conquer the day. I can't stress enough how critical this is. We all know how tempting it can be to scroll through social media or binge-watch Netflix late into the night, but these habits can wreak havoc on your sleep patterns. 

I've made a conscious effort to prioritize my sleep by establishing a routine. Lights out at 10:00 PM and up at 5:00 AM – that's my golden rule. This early morning quiet time allows me to focus on important tasks before the world wakes up. You'd be amazed at how much more energized and productive you can be when you start your day well-rested. 

But that's not all. Quality sleep also contributes to a positive mood, better food choices, and improved exercise habits. When you wake up feeling great, you're more likely to make healthier decisions throughout the day. So, remember, a good night's sleep is the foundation of feeling great. 

Eating Right for Vitality 

Now, let's delve into the realm of nutrition. You truly are what you eat, and your food choices reflect your values and priorities. I've learned that the foods we consume have a profound impact on our overall well-being. It's not about going vegan or extreme diets; it's about balance and moderation. 

Consider this – when you indulge in that slice of chocolate cake, you might experience a temporary sugar rush, followed by a crash in energy. That's because certain foods, like processed sweets, can't provide your brain with the right fuel it needs. The result? Fatigue and a craving for more unhealthy snacks. 

On the other hand, opting for nutrient-rich foods like fruits, vegetables, lean proteins, and whole grains provides sustained energy and supports better decision-making throughout the day. Remember, it's all about balance – everything in moderation. 

Exercise for Vitality and Resilience 

Exercise is another crucial element in the pursuit of feeling great every day. It's easier than ever to incorporate physical activity into your routine. Whether it's a quick workout from a YouTube video in your living room or opting for the stairs instead of the lift, there are countless opportunities to get moving. 

As IT professionals, many of us spend long hours sitting at desks. This sedentary lifestyle can take a toll on our bodies and minds. So, it's essential to prioritise exercise to keep our cardiovascular health in check and maintain our overall well-being. Even gentle exercise, done consistently, can make a world of difference. 

By staying active, you not only boost your physical fitness but also enhance your mental clarity and focus. Plus, it's a fantastic way to prevent injuries and build resilience, ensuring you can tackle everyday challenges with confidence. 

Bonus Tip: Embracing Cold Showers for an Invigorating Start 

To wrap things up, I want to introduce you to a unique practice that's truly invigorating – cold showers. Yes, you heard that right! While the idea of dousing yourself in cold water might sound daunting, the benefits are undeniable. 

Starting with just 30 seconds and gradually increasing the duration, cold showers can work wonders for your circulation, metabolism, and immune system. They also help you become more resilient and focused, all while leaving you feeling invigorated and ready to take on the day. 

Incorporating cold showers into your routine might seem challenging at first, but the results are worth it. It's all about regulating your breath and embracing the initial shock of the cold water. Once you adapt, you'll find that the sensation is incredibly refreshing. 

In conclusion, feeling great every single day is within your reach. It starts with prioritising quality sleep, making mindful food choices, and incorporating regular exercise. Additionally, don't shy away from the transformative power of cold showers. These simple yet effective practices can elevate your well-being, boost your mood, and enhance your overall quality of life. 

So, take these tips to heart, and embark on your journey towards feeling great every single day. Remember, your well-being is a priority, and you owe it to yourself to embrace these positive changes. Feel great, be great, and live your best life. 

 
Don’t forget to check out Episode 086 – MSP Mindset Magic with Richard Tubb, where I had the pleasure of hosting the fantastic Richard Tubb, and we explored strategies for maintaining a positive mindset, dealing with the challenges of the IT industry, and achieving success in your MSP journey. It's a valuable resource that complements this episode perfectly. 

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And if you’re ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.   

Until next time, look after yourself and I’ll catch up with you soon!