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The BMK Vision Podcast
The BMK Vision Podcast episodes
- #22 – From the Trenches - People-First MSP Ops (Stephanie Carbone)
MSP leaders will love this candid, from-the-trenches chat on building a people-first help desk and project team. Guest Stephanie Carbone shares how empathy, SOPs, and training turn chaos into white-glove service—and why that wins clients and reviews.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogStephanie Carbone, IT Operations Manager at Complete Business Systems of Colorado (CBS), joins Josh Peterson to unpack how a copier-dealer-turned-MSP built a service culture around “people serving people.” From hiring techs with empathy to giving teams the tools and confidence to deliver white-glove experiences, Stephanie explains what actually moves CSAT, loyalty, and growth.
👉 Internal IT vs. MSP: why the biggest transition risk isn’t tech—it’s people skills, communication, and handling new personalities daily.👉 Hiring & training that stick: prioritize customer service aptitude over certs; use playful “tech bingo” and recurring reviews to drive certifications and soft-skill reps.👉 SOPs that calm the chaos: clear queues, 30-minute touch rules, escalation paths, and onboarding playbooks that make new engineers confident fast.👉 Ritz-Carlton mindset for MSPs: empower front-line techs to solve small problems and create memorable “white-glove” moments that earn reviews and renewals.👉 Women in tech & client trust: how representation improves sales conversations and end-user comfort—especially with front-office teams.Natural keywords woven throughout: MSP help desk, client experience, SOPs, MSP onboarding, technician training, empathy in support.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links
• Stephanie Carbone - Complete Business Systems of Colorado: https://cbsofcolorado.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Why this isn’t a pitch: real MSP stories00:35 – Stephanie’s path: AV → IT director → MSP03:30 – GoPros, feedback, and learning loops05:15 – First big IT rebuilds and client modernization08:45 – From help desk to ops manager: building teams11:05 – Internal IT vs. MSP: the real differences14:40 – Hiring from internal IT: people skills over tech16:55 – “People serving people”: communication to resolution20:32 – Measuring client experience beyond first-call fix24:56 – Interviews without personality tests: empathy first28:15 – Coaching introverts & “tech bingo” for soft skills34:30 – White-glove mindset and small moments that matter37:36 – Surveys, reviews, and using feedback for training39:29 – Staff pulse checks, growth, and gamified certs43:36 – Building MSP SOPs inside a copier business47:44 – Being a woman in tech and why it helps clients55:59 – Where to find CBS & final takeaways🔍 Primary Keywords
MSP client experience, MSP help desk, IT operations management, MSP onboarding, service desk SOPs, technician training🔍 Secondary Keywords
customer empathy in IT, copier dealer MSP, CSAT for MSPs, women in technology, MSP hiring, white glove service🏷️ Tags
Stephanie Carbone, Complete Business Systems of Colorado, MSP client experience, MSP help desk, IT operations, SOPs, technician training, customer empathy, copier dealer MSP, CSAT, white glove service, Bering McKinley, Josh Peterson#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #helpdesk #customerexperience #sop #itsupport #womenintech #serviceleadership #mspgrowth #teambuilding #softskills #mspsales #projectmanagement57 min - #21 - Don’t Be That Guy - Cash Flow Challenges for MSPs (Nicholas Reimer – Alternative Payments)
Cash flow keeps MSPs alive—and too many still leak dollars in AR. In this episode, Josh Peterson and Ryan Alter talk with Nicholas from Alternative Payments about practical ways to speed up collections, reduce aging, and make “quote-to-cash” truly automatic for MSPs.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogNicholas, Partnerships Manager at Alternative Payments, joins the BMK Vision Podcast to unpack the everyday realities of MSP cash flow—and how disciplined AR automation transforms margins. We dig into why so many providers still chase checks, when to pass on credit card fees (and how to do it ethically), and the simple workflow shifts that pull cash in faster without straining client relationships. You’ll hear real talk on lines of credit, deposits for hardware-heavy projects, and how to design payment options that meet clients where they are while protecting your bank balance.
👉 The MSP AR reality: why invoices often pay 20+ days past due—and the levers that reliably shrink it to near-zero with auto-pay and ACH.
👉 Payment options that work: transparent card fees, ACH by default, and project financing as a value-add (not a crutch).👉 Quote-to-cash done right: capture payment details at signature, reconcile PSA ↔ accounting, and eliminate onboarding gaps that stall revenue.👉 Project cash flow: deposits, disciplined procurement, and maintaining bank relationships/LOCs before you need them.👉 Operational hygiene: activation rates, license reconciliation, and clean AR reports that your banker (and CFO) actually trust.Visit https://beringmckinley.com for more MSP resources.🔗 Resources & Links
• Nicholas Reimer- Alternative Payments: https://alternativepayments.com @alternativepayments• Ryan Alter - Silver Stream AV: http://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Welcome & series context01:05 – Guest intro: Nicholas, Alternative Payments02:10 – Scale & responsibility of payments05:40 – Credit card fees vs ACH, cash discounts09:30 – Points talk & why redemption value matters12:55 – Passing fees & offering three payment options16:30 – AR realities in MSPs (aging & activation rates)18:05 – Driving auto-pay adoption20:50 – Cash flow for big projects & LOCs24:50 – Municipal/education clients & checks25:50 – bill.com vs MSP-specific AR workflows27:10 – Closing the loop: AP on the horizon33:10 – Quote-to-cash: from quote to collection35:20 – Onboarding gaps that delay cash40:40 – Sales flow: sign now, pay now42:05 – Bookkeeper horror story & controls47:30 – Onboarding as client experience52:20 – Being known for AR automation (not “just payments”)54:30 – Final takeaways & sign-off🔍 Primary Keywords
msp cash flow, accounts receivable automation, msp ar collections, payment processing for msps, connectwise quickbooks integration, ach payments msp, quote to cash msp, auto pay msp🔍 Secondary Keywords
alternative payments, credit card surcharge vs cash discount, net terms b2b payments, license reconciliation msp, psa integration, onboarding msp clients, line of credit for projects, msp project deposits#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #cashflow #accountsreceivable #payments #ach #creditcards #connectwise #quickbooks #quotetocash #mspgrowth #mspsales #mspfinance #arautomation #recurringrevenue #psa55 min - #20 – From the Trenches - From Navy Comms to MSSP - Leap into Entrepreneurship (Will Robinson)
New founder story with real talk for aspiring MSP/MSSP owners. Josh Peterson sits down with Will Robinson to unpack the leap from government IT to launching a cybersecurity-forward services firm—covering sales, pricing, tool choices, and hiring. If you’re building from zero or resetting your go-to-market, this is your blueprint.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogWill Robinson (Thirdeye View Corp) joins Josh Peterson to explore what it actually takes to start—and sustain—an MSSP that small businesses trust. From sharpening CEO-as-seller habits to avoiding tool-stack whiplash, Will shares candid lessons from his first steps plus a practical approach to pricing and profit.
👉 Why founder-led selling matters: sell yourself, then your company, then your services—and ask better questions to win trust👉 Targeting right-fit clients: underserved 4–20-seat SMBs that need security leadership and pragmatic IT👉 MSSP vs MSP positioning: security-first while co-managing or taking on core IT—how to message the difference👉 Smart tool stack decisions: pick RMM/CRM you can afford, master, and keep—process beats shiny objects👉 Pricing fundamentals: back into rates from cost, utilization, and risk; translate to projects and managed servicesClose the loop with financial literacy—turn QuickBooks into a decision tool, not just a tax box—and creative hiring via internships and state programs to extend capacity.“Visit https://beringmckinley.com for more MSP resources.”🔗 Resources & Links
• Will Robinson - Thirdeye View Corp: https://thirdiviewcorp.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Intro & premise00:40 – Why start an MSP/MSSP now03:20 – Free advice vs paid value (sales boundaries)06:40 – CEO as salesperson: habits & mindset10:18 – Sell self → company → services11:50 – Ideal client: 4–20 users, SMB focus13:30 – MSSP vs MSP: co-manage or all-in?15:01 – Security + IT: scope and expectations17:00 – Daily prospecting rhythm (from month → day → morning)20:15 – The million-dollar plateau and networks24:15 – Tool stack thinking (RMM/CRM)27:35 – ConnectWise, process over tools29:35 – Hiring interns; Virginia VTOP example33:54 – Consider a sales intern for appointment-setting36:33 – Packaging services & pricing anxieties39:38 – Rate math: wages × 4.5 = target bill rate42:40 – Managed services pricing (tools + time)46:30 – Accounting basics & financial literacy49:25 – Open series idea to follow the journey50:27 – Purpose, legacy, and motivation52:34 – Where to find Will & close🔍 Primary Keywords
msp startup, mssp pricing, managed services sales, msp tool stack, cybersecurity for smbs, connectwise onboarding, founder led selling, msp rate calculation🔍 Secondary Keywords
msp vs mssp, small business it security, rmm selection, crm for msp, utilization formula, effective hourly rate, co-managed it, internship programs for tech#️⃣ Hashtags
Hashtags#beringmckinley #bmkvisionpodcast #msp #mssp #managedservices #cybersecurity #connectwise #mspsales #msppricing #rmm #crm #founderlife #smallbusinessit #co-managedit #toolstack #financialliteracy #effectivehourlyrate #dispatch #timeentry #fromthetrenches54 min - #19 – From the Trenches - MSP Growth - Sales, Structure & ‘Who Not What’ (Jim Smith)
From the Trenches with Jim Smith digs into the messy middle of MSP growth—hiring, sales, and leadership. Join host Josh Peterson and Proper Sky founder Jim Smith for candid lessons you can apply immediately to build a stronger, more resilient MSP.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogJim Smith, founder and CEO at Proper Sky, shares the real story behind scaling an MSP—from losing 90% of MRR and rebuilding, to shifting from “do it all” owner to vision-led leader. You’ll hear how he reframed growth around people, systems, and clear KPIs rather than heroics and hustle.
👉 The “who, not what” rule: why hiring people smarter than you accelerates scale and reduces owner dependency
👉 Owner-to-owner selling vs. “talking tech”: how to craft messaging that resonates with business outcomes👉 Building a sales engine: effort vs. results, activity ladders (FTA → discovery → proposal → close), and realistic comp structure👉 Avoiding concentration risk: lessons from losing a major client and the cash discipline that followed👉 Onboarding sets the tone: protecting service capacity, managing chaos, and measuring NPS/ENPS alongside gross marginThis episode blends practical frameworks (KPIs, sales stages, onboarding capacity planning) with field-tested wisdom on leadership, empowerment, and process. If you’re stuck between 10–25 employees or rebuilding your sales function, this conversation gives you a concrete path to get unstuck—without burning out your team.“Visit https://beringmckinley.com for more MSP resources.”🔗 Resources & Links
• Jim Smith - Proper Sky: https://propersky.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Why “From the Trenches”: unscripted lessons for MSPs00:23 – Jim Smith’s path: entrepreneurship, Peace Corps, and Proper Sky03:06 – From tech-doer to leader: empowerment vs. control07:14 – Marketing missteps and the power of hiring experts10:33 – Answers vs. questions: building decision-making muscle15:42 – Setting 3 north-star KPIs (NPS, eNPS, 55% SDGP)19:39 – Surviving a 90% MRR loss: cash discipline and diversification27:20 – Sales realities: activity, ICP, and deal math that works34:10 – Tooling up: moving to HubSpot and aligning process44:28 – Effort vs. results: the activity ladder for reps52:17 – Inside vs. outside roles and why first calls matter1:04:01 – Final takeaway: “Who, not what.”🔍 Primary Keywords
msp sales process, msp leadership, msp onboarding, connectwise psa, hubspot for msp, service gross margin🔍 Secondary Keywords
msp marketing, customer nps, employee engagement, sales compensation, activity-based selling, concentration risk#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #mspgrowth #mspsales #salesprocess #connectwise #hubspot #onboarding #customerexperience #nps #leadership #entrepreneurship #servicedelivery #grossmargin #owneroperator #fromthetrenches1 hr 6 min - #18 – From the Trenches - MSP Sales Engine & Direct Mail (Alek Pirkhalo)
Alek Perhalo, Co-Founder at SafePoint IT, joins Josh Peterson to unpack the unglamorous truth of MSP sales: persistence beats one-off sprints. Alek shares how starting as a break/fix shop, learning business fundamentals on the fly, and clearly dividing partner roles (service vs. go-to-market) set the stage for steady growth. The conversation moves from early missteps to practical systems—budgeting, tooling, and touch patterns—that make results predictable.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog👉 Why persistence wins: treating sales/marketing as an ongoing system, not a 90-day experiment
👉 The 10% rule: setting aside ~10% of revenue for sales/marketing—and how to bank it ahead of initiatives or M&A👉 Tooling lessons: outgrowing SharpSpring and standardizing on HubSpot to centralize email, calling, and integrations👉 Multi-channel prospecting: pairing cold call, email, LinkedIn, live events, and automated direct mail for more “at-bats”👉 Thought leadership that converts: using education-first events (AI, automation, data) to spark projects with existing clientsYou’ll leave with a simple, durable playbook: commit the budget, pick the stack, design the touch mix, and keep showing up. Visit https://beringmckinley.com
for more MSP resources.🔗 Resources & Links
• Alek Perhalo - Safe Point IT: https://safepointit.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:01 – Intro & show setup00:46 – Guest name & SafePoint IT01:03 – Alek’s trip to Russia (personal backstory)03:28 – Immigrating at 16 & language learning04:59 – From engineering to entrepreneurship08:30 – Partner roles: service vs. sales/finance/ops11:09 – Product development mindset applied to business12:45 – Break/fix to MSP (meeting BMK, packaging services)14:49 – Sales attempts, setbacks, and persistence17:09 – Budgeting ~10% of revenue for sales/marketing19:10 – Tooling changes: SharpSpring → HubSpot21:17 – Fixing DIY mistakes with expert implementation23:02 – Building a multi-channel plan (outbound + events)24:36 – Live events for credibility & client expansion28:01 – Why direct mail still works (automated, cost-effective)29:23 – Where to find SafePoint IT29:34 – Wrap-up🔍 Primary Keywords
msp sales strategy, msp marketing, direct mail for msps, hubspot for msps, outbound prospecting msp, msp live events, msp growth playbook, partner roles msp🔍 Secondary Keywords
referral to outbound shift, sales budget 10 percent, appointment setting lessons, sharpspring vs hubspot, pipeline building, thought leadership events, ai automation talks, multi channel outreach#️⃣ Hashtags
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspsales, #mspmarketing, #hubspot, #directmail, #outbound, #leadgeneration, #thoughtleadership, #liveevents, #connectwise, #serviceleadership, #aiinautomation, #smbit31 min - #17 – From the Trenches - Calculated MSP Growth & Risk (Ron Oppermann)
A candid founder story from the factory floor to a fast-growing MSP. Host Josh Peterson digs in with guest Ron Opperman on hiring that first tech, switching from reactive IT to proactive managed services, and building a sales engine that actually closes.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogRon Opperman, Partner at E3 IT Services (Turnersville, NJ), shares how an industrial-engineering start became a 14-person MSP powered by process, practice, and people. He recounts the leap from CAD and plant optimization to break/fix, then to managed services—plus the inflection points that changed everything: the first hire, Profit First discipline, and a mindset shift from “IT vendor” to business solutions partner.
👉 Origin story with lessons: carry over process rigor from engineering—flow, capacity, and standard work—into MSP operations and client onboarding.
👉 Hiring that scales: why bringing on Ryan at 19 unlocked true proactivity, created role clarity, and forced leadership maturity.👉 Cash & confidence: use Profit First to never miss payroll, offer strategic prepay options, and reinvest in sales/marketing during lean seasons.👉 Sell like a BSP: evolve the message, increase at-bats, and blend modern outbound with warm peer networks to improve close rates.👉 Build for resilience: move from home lab to NOC, buy when others retreat (COVID offices), and let systems—not the owner—run tickets and sales.Natural keywords included: MSP growth strategy, hiring first technician, managed services pricing, prepaid agreements, sales methodology for MSPs.“Visit https://beringmckinley.comfor more MSP resources.”🔗 Resources & Links
• Ron Oppermann - E3 IT Services: https://e3itservices.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – From factory floors to IT: Ron’s origin00:36 – Industrial engineering lessons that transfer to MSPs01:46 – MoonPie plant story: planning, flow, and scale03:26 – Company collapse → entrepreneurship at Techad04:26 – The $65 fix that sparked the IT pivot05:26 – Early MSP stack: Level Platforms & proactive monitoring09:25 – Self-training, mentors, and learning in public13:25 – The first hire (Ryan) and shared staffing model17:58 – Payroll stress, Profit First, and owner discipline20:44 – Home lab → office during COVID: buying when others left23:17 – Growth via peer groups and consistent outbound25:38 – New sales methodology: from “MSP” to business solutions32:27 – Prepaid deals to fuel scale and stabilize cash34:52 – Impact beyond profit: careers, families, community37:51 – Systems that run without the owner43:30 – One takeaway for MSPs: plan, risk, execute45:18 – Where to find Ron🔍 Primary Keywords
msp growth strategy, managed services sales, hiring first technician, profit first for msps, prepaid msp agreements, msp outbound marketing, business solutions provider, msp scalability🔍 Secondary Keywords
msp founder story, service desk operations, ticket workflow, msp close rate, peer groups for msps, noc setup, connectwise ecosystem, msp cash flow#️⃣ Hashtags
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspsales, #mspprofitability, #serviceoperations, #ticketing, #dispatch, #profitfirst, #prepaid, #connectwise, #salesleadership, #entrepreneurship, #businessgrowth, #founderstory, #noc, #itservices46 min - #16 – From the Trenches - Building a Healthcare-Focused MSP in Houston (Terry Baylor)
A ground-level look at building an MSP around a single vertical—healthcare—with real talk on compliance, prospecting, and partnerships. Host Josh Peterson interviews Houston-based founder Terry Baylor on why narrowing your focus, leading with service, and mastering HIPAA can accelerate growth for small providers.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogGuest: Terry Baylor, Founder, Lift Life Technology (Houston, TX).
This From the Trenches episode digs into how a purpose-driven founder is carving out a healthcare-first MSP by aligning leadership, service, and security. You’ll hear Terry’s path from enterprise IT and credit unions to private practices, why HIPAA readiness is a powerful door-opener, and how to win attention from busy physicians without “spray and pray” selling.👉 Vertical focus that sticks: choosing private practices (family med, peds, DPC/concierge, behavioral health) and speaking the language of outcomes and compliance
👉 HIPAA as a growth lever: assessments → remediation (WAN/LAN hardening, identity, logging, patching) → ongoing cyber services, without owning every desktop👉 Prospecting that works: clinic-by-clinic field outreach, education “tracks,” and nurturing with simple cyber tips email sequences👉 Partnership channels: learning from dental-vertical playbooks—align with vendors, build regional relationships, and seek small-society speaking slots👉 Leadership & mindset: mentorship, resilience, and redefining “sales” as coaching and serviceKeywords woven naturally include MSP verticalization, HIPAA compliance, healthcare cybersecurity, ConnectWise ecosystem, and field marketing.
“Visit https://beringmckinley.comfor more MSP resources.”🔗 Resources & Links
• Terry Baylor - Lift Life Technology: https://liftlifetech.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
• 00:00 – Intro & why start an MSP in 2025• 01:20 – Terry’s story: enterprise IT to healthcare focus• 05:10 – Faith, service, and leadership as business fuel• 08:45 – Discovering the MSP tool ecosystem (ConnectWise)• 11:30 – Choosing a vertical: why healthcare private practice• 15:05 – HIPAA assessments → remediation → cyber services• 18:20 – What not to own (endpoints) and what to specialize in• 20:40 – ICP basics: revenue, practice types, and needs• 24:00 – Outreach playbook: clinics, campaigns, and education “tracks”• 28:10 – Partnerships & events: vendor alliances and local societies• 32:00 – Sales mindset: coaching, mentorship, and persistence• 35:10 – Parting advice & where to find Terry🔍 Primary Keywords
healthcare msp, hipaa compliance, msp verticalization, healthcare cybersecurity🔍 Secondary Keywords
private practice it, connectwise msp, vcio services, msp prospecting#️⃣ Hashtags
Hashtags (comma-separated for uploads)#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #hipaa, #healthcareit, #cybersecurity, #privatepractice, #vcio, #connectwise, #mspsales, #verticalization, #houstontech, #fieldmarketing, #itcompliance, #dataprotection42 min - #15 – From the Trenches - MSP AR Automation & Cash Flow (Nicholas Reimer)
Modernize billing, reduce DSO, and boost cash flow without adding headcount. In this From the Trenches episode, Josh Peterson talks with Nicholas Rhyme from Alternative Payments about practical ways MSPs can automate A/R, standardize ACH, and offer financing options that speed up quote-to-cash.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogGuest: Nicholas Rhyme, Partnerships at Alternative Payments.
If you’re still juggling checks, manual bank transfers, or “we’ll review the invoice” delays, this conversation gives you a cleaner path. Nicholas shares patterns he’s seeing across hundreds of MSPs and what the top performers do differently: set expectations at onboarding, default to automated ACH, and present clear payment options (including short-term financing) that protect margins and shorten DSO—all without turning your process into a sales pitch.👉 Why “options win”: ACH as the default, credit cards with transparent pass-through fees, and a simple financing button for one-off spikes
👉 Quote-to-cash acceleration: send the payment experience at signature, not weeks later, and integrate with quoting tools👉 Activation rate to processor “cost”: the hidden time drain when 40% of payments bypass your portal👉 Policy over personality: move from a “Janet knows everyone” hero workflow to standardized collection rules👉 Niche and ICP effects: how vertical focus often improves A/R cycles and enterprise valueYou’ll walk away with wording to reset legacy clients, a first-pass chaptered checklist to audit A/R friction, and next steps to reduce DSO fast.
“Visit https://beringmckinley.com for more MSP resources.”🔗 Resources & Links
• Nicholas Reimer: https://alternativepayments.com @alternativepayments• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Welcome & topic setup00:29 – Meet Nicholas Rhyme (Alternative Payments)01:17 – Entrepreneurial roots & ops lessons04:59 – Building software to fix logistics chaos08:44 – Plain-English: what A/R automation actually does09:45 – “V1 vs V2” payment systems and why iteration matters18:16 – Passing credit card fees (and why ACH wins)21:03 – Short-term financing as a client option25:19 – Where financing shows up in the payment flow29:10 – Quote-to-cash: trigger payments at signature31:43 – Gold-star example: 100% automated ACH37:18 – Two common mistakes: break/fix and checks46:31 – Tracking DSO and next steps🔍 Primary Keywords
msp accounts receivable, msp cash flow, ach payments msp, dso reduction, msp billing automation, quote to cash msp, payment portal msp, financing options b2b🔍 Secondary Keywords
credit card fee pass through, ar automation tools, invoice payment automation, connectwise billing tips, msp operations, activation rate payments, collections policy msp, check processing drawbacks#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #accountsreceivable #cashflow #ach #dsoreduction #billingautomation #quotetocash #invoicing #payments #connectwise #mspprofitability #operations #arautomation #financing #creditcardfees #smallbusinessfinance #itservices48 min - #14 – Don’t Be That Guy - MSP Sales Role-Play - Practice Wins (Ryan Alter)
If you’re not practicing, you’re guessing—and losing deals. In this “Don’t Be That Guy” session, Josh Peterson and former MSP owner Ryan Alter unpack practical, repeatable ways to role-play sales moments so your team reacts faster, handles objections with confidence, and books more meetings.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogEpisode Description Ryan Alter (former MSP owner - co-host) and Josh Peterson break down how to build a sales practice culture that actually sticks—without awkwardness or wasted time. You’ll hear real scenarios from MSP life (gatekeepers, price pushback, “we love our current IT,” and post-call debriefs) and how to coach both junior reps and salty veterans.
👉 Why practice beats talent: moving from “trying not to lose” to “playing to win”
👉 Micro-drills that work: one objection, one outcome, 10 minutes, done👉 Gatekeeper strategies that avoid the receptionist altogether (social proof, intros, and LinkedIn outreach)👉 After-action reviews: the simple, non-judgment framework that improves every call👉 Cross-team role-plays: dispatch, security tabletop, interviews—sales isn’t the only place to trainNatural keywords: MSP sales training, objection handling, gatekeeper strategies, cold calling scripts, discovery meeting recap, sales coaching.Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links
• Ryan Alter – Silverstream AV: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Why role-play (and why most teams avoid it)00:45 – Meet co-host Ryan Alter & sales practice mindset02:22 – Realistic scenarios - theory: how to frame the drill04:29 – Athletes train 90% of the time—what about sales?05:37 – The “ring-ring” drill and breaking awkwardness07:58 – From “I’d say…” to actually saying it out loud09:33 – Bold openings and memory-making moments10:36 – After-action reviews that don’t turn into rambling12:47 – Coach with questions, not “what I would’ve said”17:53 – Prospecting focus: getting past the gatekeeper20:32 – Warm paths to cold doors: intros and LinkedIn23:34 – Junior rep practice: writing the outreach together25:27 – The five objections you’ll hear on every call27:43 – Yes, veterans must practice too31:24 – Selling outcomes when you don’t know the tech34:21 – Discovery openers that humanize the convo38:02 – Train reactions like F1 pit crews—micro-drills39:38 – Weekly cadence: one micro-moment at a time41:32 – 1:1 vs group role-plays (and when to mix)44:39 – Security tabletop & cross-dept simulations49:23 – Add surprise players: the CTO walks in50:47 – Book a session & where to watch replays🔍 Primary Keywords
msp sales training, sales role playing, objection handling, gatekeeper strategies, after action review, cold calling scripts🔍 Secondary Keywords
sales coaching framework, discovery meeting debrief, socratic selling, interview role play, security tabletop exercise, dispatch training#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #msp #managedservices #salestraining #roleplay #objectionhandling #coldcalling #mspsales #gatekeeper #salescoaching #businessdevelopment #discoverycall #tabletopexercise #dispatch52 min - #13 – From the Trenches - After Prison Show - From Prison to YouTube Empire (Joe Guerrero)
This candid “From the Trenches” conversation digs into resilience, reinvention, and building a durable brand in the age of short attention spans. If you’re an MSP owner or entrepreneur, you’ll hear hard-won lessons on fear vs. winning, diversification, and turning raw authenticity into real business momentum.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogJoe Guerrero—creator of After Prison Show and the Joe Does Stuff channel—joins Josh to unpack how he went from seven years inside to millions of views, media coverage, and a second act in construction and home services. Beyond virality, Joe shares the business-side realities every small company faces: hiring friends vs. employees, taxes and structure, brand control, and what to do when competitors clone your best ideas.
👉 Why authenticity scales—and how to keep control of your brand as you grow
👉 Fear vs. winning: the mindset shift that separates plateaus from pivots👉 Diversification done right (and wrong): when to double down vs. spin up a new line👉 Hiring, contractors, and “Entourage” traps: paying people, boundaries, and standards👉 Social strategy for traditional businesses: start with your phone, focus on human connection, and use TikTok/YouTube as free distributionYou’ll leave with practical takeaways on simplifying your offer, pricing confidence, and building customer trust—whether you sell managed services or drywall.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links
• Joe Guerrero: https://www.youtube.com/ @AfterPrisonShow• https://www.youtube.com/ @joepaintsstuff• Bering McKinley MSP Consulting: https://beringmckinley.com⏱️ Chapters
00:00 – Opening & who this episode is for00:30 – Meet Joe Guerrero & his backstory01:32 – From $5k and zero skills to first viral video03:20 – Quitting the job and treating content like a business05:06 – Tech shock, learning fast, and early systems08:40 – Naming, positioning, and finding the niche11:16 – “I guess I have a business now”: taxes, structure, overhead14:46 – Hiring friends vs. employees (and the cost of ambiguity)18:28 – Brand control, ego checks, and audience expectations20:40 – When popularity hides bad decisions22:47 – Diversification: fear vs. strategy24:59 – Picking winners (construction, flips, and lessons learned)34:37 – Spinning up “Joe Does Stuff” and second-act momentum39:45 – Handyman services as content and cashflow46:12 – Competing with bigger firms via human connection53:41 – Should traditional businesses do video? (Yes—here’s how)56:47 – Gear myth-busting: start with your phone58:58 – Final takeaways & where to find Joe🔍 Primary Keywords
after prison show, joe guerrero, msp marketing, small business branding, entrepreneurship pivots, youtube strategy for business, social media for msp, customer trust🔍 Secondary Keywords
joe does stuff, content diversification, contractor marketing, fear vs growth mindset, hiring contractors vs employees, brand authenticity, tiktok for business, free marketing channels✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.#️⃣ Hashtags
#beringmckinley, #bmkvisionpodcast, #afterprisonshow, #joedoesstuff, #msp, #managedservices, #mspprofitability, #smallbusiness, #entrepreneurship, #branding, #youtubeStrategy, #tiktokforbusiness, #contentmarketing, #customerservice, #contractorlife, #businesspivots1 hr 1 min
About The BMK Vision Podcast
From the publisher's feed
Welcome to The BMK Vision Podcast — the show for MSP leaders, IT professionals, and the vendors who support them. Hosted by the team at Bering McKinley, each episode delivers real-world insights,…
strategic guidance, and no-BS conversations to help you grow, scale, and profit in the managed services space. We challenge outdated models, highlight proven standards, and share stories from the front lines of consulting. Whether you’re just getting started or running a mature MSP, this podcast helps you bring clarity, structure, and profitability to your business.