The BMK Vision Podcast

A marketing-agency-turned-MSP founder shares how he’s structuring services, pricing, and profit from day one. If you’re building or rebooting an MSP, this episode shows how to set targets, avoid margin killers, and use agreements the smart way.

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Carlos, co-founder of Monster TechIT and new MSP owner, joins Josh to unpack the journey from creative agency to managed services—and why starting with numbers beats “figure it out later.” They discuss what it takes to separate a marketing arm from an MSP entity, the legal and financial guardrails to protect both businesses, and how to translate brand and community reach into real MSP growth. You’ll hear tactical ways to package services, control scope, and keep profitability front and center in ConnectWise.

👉 Why 42% gross profit and 17% net profit are the MSP’s north stars—and how to manage to them

This conversation blends practical finance (AGP math, license pass-throughs), operations (time entry, ticket hygiene), and go-to-market tactics (simple offers, human brand). If you’re aiming to hit your first $1M—and avoid the “race to the bottom”—start here.

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Learn how to stop “re-hiring your first salesperson” and finally build a repeatable sales engine for your MSP. Josh Peterson (Bering McKinley) and former MSP owner Ryan break down the activities-first management approach that scales beyond founder-led selling.

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If you’ve been burned by a failed sales hire, this episode gives you the operating system to try again—proper tracking in your PSA/CRM, true time entry for sales, and a phased progression from prospecting → first meetings → proposals → closed deals. Josh explains why outsourced appointment setting rarely works (no emotional attachment to your brand) and how owners can avoid multi-month “gaps” that reset pipeline. You’ll hear practical tactics for quality over volume without abandoning the volume you need, plus a playbook for uniting service and sales—service reviews every proposal, sales respects dispatch, and the owner kills the “us vs. them” narrative. Close with a humane approach to performance management that helps the right reps win and the wrong reps exit quickly, freeing your company to grow. 

Guest: Josh Peterson, CEO at Bering McKinley, with guest Ryan (former MSP owner).

Visit https://beringmckinley.com  for more MSP resources.

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A candid founder-to-founder conversation on building an MSP you actually want to work for—and how to exit it on your terms. Josh Peterson talks with Jeff (co-founder, New River Computing) about strategy, EOS, ideal clients, and navigating the emotions and mechanics of a sale.

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Jeff — co-founder of New River Computing — joins Josh to unpack the real-world journey from “walking-around money” side gigs to a values-driven MSP and, ultimately, a successful exit. You’ll hear how peer teams, EOS, and financial literacy turned guesswork into deliberate growth, why “build the company you want to work for” matters, and what it actually takes (and feels like) to sell.

👉 From ad-hoc IT to intentional strategy: using peer teams & EOS to professionalize

Throughout, Jeff shares people-first leadership moves—benefits, flexibility, and financial-planning education for staff—that built loyalty and durability. They also touch tools and ops (ConnectWise invoicing, Microsoft 365/Intune/Entra ID training priorities, Huntress as a dependable security partner). If you’re an MSP owner aiming to boost profitability, increase enterprise value, and create optionality at exit, this episode is a masterclass in doing it intentionally.

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From accidental founder to two exits, Alex Farain shares the messy, honest path of building Delaware Micro, selling during COVID, then co-founding Life Cycle Insights and Empath. If you’re an MSP owner sitting at ~$1.5M and wondering how to grow without burning out, this episode gives you battle-tested moves and myth-busting clarity.

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Alex Farling (Empath; formerly Delaware Micro & Life Cycle Insights) unpacks 16+ years of MSP lessons: hiring missteps, 2008 survival, pricing mistakes, and the ops gaps that nearly sank the business—plus the sales-first mindset that ultimately fueled life-changing outcomes. You’ll hear a contrarian “Google-first MSP” play, practical ways to de-commoditize, and how to stop treating QBRs like obituaries and turn them into strategy.

👉 How to avoid the classic per-device pricing trap and rebuild value (revenue per tech, showing ROI, forward-looking roadmaps)

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A candid, numbers-first conversation with Jordan—an MSP owner out of Phoenix—on how to grow sanely, specialize smartly, and stop tool sprawl. If you lead an MSP and want practical moves that improve margins without burning out your team, this one’s for you.

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Guest: Jordan, Owner of a Phoenix-based MSP serving CPA firms

👉 Diversify wisely: why some verticals (e.g., dentists) are fragile—and how Jordan refocused on CPA firms

You’ll also hear rapid-fire takes on ConnectWise vs. alternatives, underrated automations, commissionable internet as “free margin,” and how to groom future owners without selling to PE. Visit https://beringmckinley.com for more MSP resources.

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An MSP founder’s real talk on scaling, avoiding client-concentration risk, and planning the endgame—without losing your love for the work. Perfect for MSP owners nearing or past $1M who want clarity on margin, leadership layers, and sane adoption of AI and 365.

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Steve Murphy, Founder & CEO of Whiteboard IT (Buffalo, NY), joins Josh Peterson for a candid, practical playbook on growing an MSP with intention. From “fell into IT” beginnings to building a durable, lifestyle-friendly company, Steve unpacks how to scale beyond the owner—while staying people-first and profit-aware.

👉 Plot your exit options early (sale vs. owner-operator cash-cow) and align hiring, KPIs, and service mix to that target.

You’ll hear practical tactics on dispatcher/tech enablement, purpose-built management layers after $1M, and the KPIs that matter (hello, global utilization). It’s an honest look at leadership, documentation, sales style, and the old-school tools (pen & paper!) that still win in client conversations. “Visit https://beringmckinley.com  for more MSP resources.”

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Learn the repeatable habits that make MSP projects profitable—without burning out your team. Josh Peterson is joined by Ryan and Lewis from Mula to unpack timelines, templates, change orders, and how to keep margin intact from quote to close.

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Louis — project management lead at Mula (MSP project platform) — joins Josh Peterson and Ryan to demystify project delivery for MSPs. You’ll hear why “set a real end date” is more than a mantra, how to balance fixed-fee vs. T&M, and the simple reviews that stop margin leaks before they spread. The conversation stays practical: org design, who owns profitability, and how to talk change orders without drama.

👉 Lock timelines early: durations + dependencies + work estimates create on-time delivery.

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msp project management, msp profitability, fixed fee vs t&m, change orders

connectwise projects, project templates, after action review, project margin

#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #projectmanagement, #connectwise, #changemanagement, #fixedfee, #timeandmaterials, #dispatch, #timeentry, #qbr, #operations, #ticketing, #dependencies, #templates, #customersuccess, #profitability, #mspprofit

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If your ConnectWise feels complex but your data still stinks, this one’s for you. Josh Peterson and guest Ryan Alter break down the most common setup mistakes that quietly wreck reporting, billing accuracy, and profitability—and exactly how to fix them fast.

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Featuring Ryan Alter, CEO of SilverStream AV (https://www.silverstreamav.com).

👉 Shrink the board sprawl: when to create a new board vs. use views

Clean inputs drive better invoices, faster approvals, and confident decisions—from renewals to refreshes. Implement the small fixes, and ConnectWise finally pays you back in visibility and profit.

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connectwise setup, msp operations, agreement gross profit, ticket hygiene

member cost connectwise, service boards, effective hourly rate, psa configuration

#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #psa, #tickethygiene, #serviceboards, #dispatch, #agreementgrossprofit, #ehr, #projectprofitability, #workflows, #operations, #datadrivenmsp, #qbr

Time-entry isn’t a tech problem—it’s a leadership and systems problem. In this episode, Josh Peterson and guest Ryan Alter unpack a practical playbook for fixing time entry, tightening dispatch, and turning cleaner data into higher margins. If you run an MSP, you’ll learn exactly what to implement this week to improve utilization, AGP, and client experience.

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This conversation reframes “enter your time” from nagging to management, outlining how cadence, clear standards, and dispatch ownership drive real change. Josh and Ryan share the BMK standards for entry, submission, review, and approval—and show why inspecting at the same rate you expect is the linchpin for culture and profitability. You’ll also hear how charge codes (and banning the catch-all “admin”) expose hidden work, justify dispatcher coverage even for small teams, and improve agreement gross profit (AGP) and effective hourly rate (EHR).

👉 Why time entry is a leadership/system issue—not a tech issue

Clean time data fuels billing accuracy, project profitability, agreement pricing, and defensible reporting—while making life better for clients and technicians. Adopt the cadence, hold the standards, and stop saying “enter your time”; manage it.

🔗 Resources & Links

⏱️ Chapters

msp time entry, dispatcher model, agreement gross profit, effective hourly rate

connectwise time tracking, ticket hygiene, billable utilization, msp operations

#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #timeentry, #dispatcher, #serviceoperations, #mspprofitability, #agreements, #ehr, #agp, #tickethygiene, #utilization, #projectprofitability

Time-entry isn’t a tech problem—it’s a leadership and systems problem. In this episode, Josh Peterson and guest Ryan Alter unpack a practical playbook for fixing time entry, tightening dispatch, and turning cleaner data into higher margins. If you run an MSP, you’ll learn exactly what to implement this week to improve utilization, AGP, and client experience.

✅ Enjoyed this episode? 

This conversation reframes “enter your time” from nagging to management, outlining how cadence, clear standards, and dispatch ownership drive real change. Josh and Ryan share the BMK standards for entry, submission, review, and approval—and show why inspecting at the same rate you expect is the linchpin for culture and profitability. You’ll also hear how charge codes (and banning the catch-all “admin”) expose hidden work, justify dispatcher coverage even for small teams, and improve agreement gross profit (AGP) and effective hourly rate (EHR).

👉 Why time entry is a leadership/system issue—not a tech issue

Clean time data fuels billing accuracy, project profitability, agreement pricing, and defensible reporting—while making life better for clients and technicians. Adopt the cadence, hold the standards, and stop saying “enter your time”; manage it.

🔗 Resources & Links

⏱️ Chapters

msp time entry, dispatcher model, agreement gross profit, effective hourly rate

connectwise time tracking, ticket hygiene, billable utilization, msp operations

#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #timeentry, #dispatcher, #serviceoperations, #mspprofitability, #agreements, #ehr, #agp, #tickethygiene, #utilization, #projectprofitability