Author: Jeff Loehr

Joe Rojas: Hey everyone, Joe and Jeff here from the Start, Grow Manage Podcast. We’re kicking off the year with…

The agnostic MSP is the provider who’s trying to do all the things for all the customers. Instead of focusing on a niche and an ideal customer, they’re saying yes to everything and everybody. Even worse – they think this is a strategic advantage for them. At Start Grow Manage, we think agnostic is where MSPs go to die. In today’s conversation Joe and Jeff are talking about how MSPs are sick and tired of being sick and tired, and how staying agnostic is just creating that hustle culture that’s slowly killing your business. We’re talking about why it’s critical that you focus your systems, processes and products for your ideal customer and why staying in the vague middle usually just means staying mediocre.

If you’re an MSP conducting Quarterly Business Reviews (QBR) with your clients, congratulations. You’re doing more than many. The bad news is, your QBR is probably pretty weak from your customer’s point of view. Today we’re introducing you to our reframing of the QBR – the Strategic Business Review. In an SBR you’re better focused on your client’s business and needs so you can better connect your solutions to their problems. We’ll talk you through the structure – including why we spend 5 minutes max on stats and metrics – and deliver some coaching on how you can start implementing the SBR framework into your processes, creating more value and deeper connections with your clients.

Too many Managed Service Providers (MSPs) use a catch-all, do-it-all, anything-you-need sales model, using the idea of services they sell as an excuse not to think in terms of products. In today’s episode Joe and Jeff discuss the importance of defining products and processes that solve specific problems, rather than offering vague services that are too broadly understood to be valuable to anybody. By focusing on solving specific problems, you can demonstrate your expertise and value to potential clients, and build a successful and sustainable business that minimizes endless negotiation and helps customers understand why you are the answer to their problems.

Too often, businesses try to be everything to everyone and end up being nothing to no one. In this episode, we’re discussing how to succeed in business by narrowing down your target audience. We’ll share tips on identifying your ideal customer and creating specific services and offerings that will appeal to them. Let’s discuss how MSPs (Managed Service Providers) can especially use your niche to your advantage, why you must specialize to differentiate, and how being committed to your niche helps you create growth opportunities.

Hey, the economy sucks. That seems to be all anybody’s talking about. Today we’re talking about it differently – it’s the entrepreneur, not the economy. Blaming “the economy” can quickly become an excuse for stagnating ideas and conservative, even fearful decision-making. Let’s remember the essentials of building your business machine and running your factory smoothly. Customers are more diligent and paying closer attention these days – how will you respond? This is not the time for excuses – it’s the time for energy.

Joe: Episode Six, they never said we would make it. Jeff: Who said that? Joe Rojas: No, no, it’s rhetorical….