We recently surveyed our TruMethods Peer members about how they feel about their businesses in 2025. I’m happy to say that most were excited to grow their businesses and felt optimistic — and that’s awesome.
At the same time, I want to be sure you’re planning for success. For many MSPs, optimism may mean that they expect different results in terms of growth and profitability in the future than they have achieved in the past. Putting a solid plan with accountability in place is step one, but there’s more to consider. Your strategy needs to align with your goals, and sometimes that means making difficult choices about your team and client roster.
If you expect very different results in the future, what will be very different? When I ask this question, people usually say something like, “Well, I’m going to start focusing more on sales and marketing,” or “I’m going to hire a salesperson or a marketing person.” These are positive steps, but they’re only part of the equation for transformative growth.
Next, I ask them, “Which employees or customers will you fire?”
They say, “What do you mean? We haven’t lost a customer or an employee in four years,” and they say that with pride. This stability can be a double-edged sword — continuity is valuable, but sometimes it masks complacency.
My reply is, “Let me make sure I understand — these employees and these customers have gotten you these results, but the same employees and the same customer base are now going to get you dramatically different results?”
Less-than-great team members and the bottom third of your customer base are holding you back. You can kid yourself or use hope as a strategy, but the reality is, if you want change — real change — by definition, things can’t stay the same. Every minute and dollar you spend on underperforming clients or team members is a resource not invested in growth opportunities.
I know this is a hard concept for many of us. Believe me, I’ve tried to make water run uphill in my businesses over the years. But here’s the moral of the story: being a great leader, great company, great person, doesn’t mean that you don’t let people go. It doesn’t mean that you don’t part ways with customers. It means that you make decisions that are best for the business, so that the team grows along with you, and everyone has the most opportunity.
Consider conducting a thorough assessment of your current team and client base. Identify which relationships are truly aligned with your future vision. Sometimes, the most compassionate thing you can do is to part ways professionally when the fit is no longer there. This creates space for better matches — both for your company and for the people or businesses you’ve outgrown.
If you really want better results over the next year, make some tough decisions. I want your future results to match your current optimism. The most successful MSPs I’ve worked with understand that strategic pruning leads to healthier growth. Remember, this isn’t about being ruthless — it’s about being intentional with your most precious resources: your time, energy, and focus.