In February, I attended the Right of Boom conference, a cybersecurity event for managed service providers (MSPs). Many of the conference’s attendees were from the Weekly CyberCall community. I wrapped up the show with a few words and moderated a panel on packaging, pricing and security go-to-market. Based on...
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Now is an excellent time of the year to do what I call “taking stock.” Taking stock means assessing your career, life, health, relationships, financial state, and overall mindset. Here’s the thing: Life is like a wheel, and that wheel has spokes, many of which you’re familiar with, including...
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We usually — and unfortunately — overlook mental health when running our businesses. Instead of caring for ourselves — and the mental well-being of our employees — we tend to focus more on day-to-day operations and generating new revenue streams. While this is the norm, it’s not sustainable in...
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It’s nearly impossible to make good financial decisions without having access to accurate and reliable information, but gathering that information can be challenging at times, especially when you’re being pulled in different directions. Being that financial planning is an ongoing process, the sooner you begin keeping track of your business’s finances, the better you and your business will be in the long run. So that begs the question:...
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The goal of every MSP should be to have a list of “warm prospects” These are prospects that you know a lot about and they know something about you. You feel they are an “A” prospect that you are determined to do business with. Ultimately, you would like to...
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You’ve heard me talk about the concept of ROL, or return on luck, over the years. I first read about the concept of return on luck in the book “Great by Choice,” where Jim Collins discusses the long-term impact of luck events, both good and bad. He found that companies had the same amount of these types of events over a...
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You always hear me say that time can be your friend or your enemy, and that we need to change the tires while the car is rolling down the highway. So many people I’ve worked with are always waiting to deal with one more issue or one more crisis...
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Processes must be put in place if you want your business to succeed. We at TruMethods work with you to accomplish just that. “We had our best year ever through the pandemic,” said Paul Barnett, CEO of Network Depot, a Reston, VA-based MSP and TruMethods member. “We attribute that to continuing...
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After we announced IT Glue’s acquisition of TruMethods, many people reached out to congratulate me. (For those of you who did, thank you.) Some even suggested that I must be proud of my accomplishment — launching, growing, and selling yet another company. While I appreciate their thoughts and understand...
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An important concept for MSP salespeople and business owners to grasp and understand is that the majority of the sales process should be focused on the prospect. Once in a while, you can slip into making the process about you and your own company. For example, if you are...
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