The Force Awakens in Business

When I was 9 years old, I was not allowed to see Star Wars, because it had the word “Wars” in it. Days after the release, once all my friends had seen it, my dad finally took me to see this movie that opened up a whole new universe to me. Now, 38 years later, I had the opportunity to ... Read More »

How to: Set Great Expectations

A client we were working with on sales process recently asked us: “How do you know if the implementation will stick?” When you’ve worked with enough clients, the answer is easy – the biggest predictor of success for any change initiative is the strength and dedication of the organization’s leader. So what makes a strong leader? Read on… The correlation ... Read More »

Happy New Year!

We wish you, your family and friends all the very best for 2016 and a Very Happy New Year! Every week we try to bring you at least 3 blogs to help you better streamline, manage and market your business. We look forward to continuing to do the same in this new year. It is a lot of content, so consider subscribing ... Read More »

Guerilla versus Gorilla-Small Companies Can Win

If you are in a business where some of the competitors are much larger, you may be able to benefit from using guerilla tactics. The principles of running a guerrilla organization differ from running a gorilla organization. As a guerrilla, we hide from our competitor; we do not try to crush them. I even go so far as to examine ... Read More »

Team Selling

There’s no “I” in Team, but there’s a “ME” in there! You’ve heard the saying before that there is no “I” in team. And that’s true. A team is a collection of people working toward the same goal with the single objective of successfully reaching a satisfied conclusion. However, when you’re a sales rep there’s a slightly different spin on ... Read More »

Avoid the Certainty Trap

“Man with open mouth waits long time for roast duck to fly in. A while ago a prospective client approached me to explore hiring me as a coach. He wanted advice: an opportunity had come his way and he just couldn’t figure out if he should take it or not. Steve is extremely bright. Turns out he had been working ... Read More »

Part 3 of 3: Are your skilled resources focusing on delivering an exceptional experience to your customers – not just a service?

In part 3, we consider the shifting customer expectations of MSPs and how you must ensure you are appropriately resourced to not just meet but exceed these. The new customer expectations As the managed services market matures, elements of service that were formerly competitive differentiators when offered by MSPs and valued as ‘nice to have’ by their clients are increasingly ... Read More »

Getting to the Point – The Art of Show and Tell

How much time went into the layout, design and creation of your last power point presentation? I would wager several hours if you built it from scratch to several minutes if you simply edited a pre-existing slideshow. And was that time spent on the logic of the material delivery or more on the actual ‘look’ of each slide? Did any ... Read More »

Do you know how much your resources are really costing you? Part 2 of 2 Does lack of relevant resource mean you are missing out on the new high-value opportunities?

In Part 2, we look at how you should be offering higher-margin services in some of the IT areas causing most concern today – cloud, big data and security, for example. These are the areas where companies readily admit to needing outside help. Meeting these needs will enable you to increase revenues, drive the growth of your MSP business and ... Read More »

Do you know how much your resources are really costing you? Part 1 of 3: The impact on your margins

You wouldn’t expect your surgeon to come round post-op to check your blood pressure; or a Michelin-starred chef to give a hand with the washing up at the end of the night; or the pilot to emerge from the cockpit to serve drinks. So why is it accepted practice for MSPs to regularly deploy some of their most valuable resources ... Read More »