The IT Experts Podcast

Building the right team and establishing a well-structured workforce is essential for any MSP looking to scale and thrive. Stuart shares his invaluable insights on this often-challenging topic, shedding light on why it's such a crucial issue and offering practical tips to help you get it right.

Understanding the Challenge

As Stuart explains, creating the ideal people structure within your MSP is a challenge because it revolves around, well, people. Managing a team, particularly as your MSP grows, becomes one of the most complex and significant tasks. It's not just about hiring the right individuals; it's about ensuring they work together harmoniously and efficiently towards your common goals. As MSPs expand, they often encounter frustration due to the complexities that come with scaling a team, and this episode aims to address those frustrations head-on.

Planning Your People Structure

One of the first key principles Stuart highlights is the importance of planning your people structure for the future. It's not merely about tweaking your existing team; it's about envisioning what your business should look like down the road. Stuart encourages MSP owners to think about the roles they'll need to fill, whether in finance, sales, or operations, to make the business work for them rather than the other way around. With hybrid working and remote setups becoming increasingly prevalent, planning becomes even more critical.

Understanding Your Current Team

Stuart emphasises the need to thoroughly understand your current team – who they are, what roles they fill, their skills, and their behaviours. Many MSPs make the mistake of keeping underperforming employees due to familiarity, even when they know deep down that these individuals aren't pulling their weight. Identifying and addressing these issues within your existing team can significantly impact your business's growth and success.

Aligning Skills and Ambitions

Stuart touches upon the importance of aligning the skills and ambitions of your team members with the roles they occupy. Not every senior technician is suited to be a Service Delivery Manager, and not every junior tech wants to tackle project work. It's crucial to understand not only what people want to do but also where they excel and where they find their "flow." This alignment can significantly boost productivity and engagement within your MSP.

Recruiting to Fill the Gaps

Once you have a clear understanding of your future organizational structure and your team's skills and aspirations, the next step is to recruit to fill the gaps. Stuart suggests hiring individuals who possess the skills needed to support your business's growth. Additionally, consider developing existing team members by aligning their interests and ambitions with the roles you require.

Dealing with Mediocrity

Stuart highlights the damaging impact of tolerating mediocrity within your team. If you have team members who don't align with your company values, fail to meet performance standards, or lack commitment, it can hinder your MSP's growth and success. Addressing performance and behavioural issues head-on, even if it involves difficult conversations, is crucial for developing an effective people structure.

In conclusion, shaping the people structure of your MSP is a critical endeavour that requires careful planning and alignment. Stuart's insights in this episode shed light on the common challenges MSP owners face and offer practical steps to address them. By understanding your team, aligning their skills and ambitions, and being proactive about performance issues, you can create a workforce that not only supports your growth but also enables your MSP to thrive in a rapidly changing industry.

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Again, if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

In this episode, Julie and I delve into the world of MSP sales, offering you practical strategies to enhance your sales process and build stronger relationships with your clients. We understand that selling can be a daunting task, especially for tech-savvy individuals, but fear not – we're here to help you navigate the path to more sales and greater success.

The Six Human Needs

Julie introduces us to the concept of the "Six Human Needs," a framework popularized by Tony Robbins. These needs underpin human behaviour and influence our decision-making. By understanding and addressing these needs, you can better connect with your clients and tailor your approach to their unique requirements.

Certainty and Uncertainty: People have a need for both security (certainty) and variety (uncertainty). Some seek stability, while others crave excitement and change. Recognising where your clients fall on this spectrum is crucial for meeting their needs.

Significance: Everyone wants to feel important and valued. It's essential to make your clients feel like they matter and that you genuinely care about their success.

Connection: We all yearn for human connection and a sense of belonging. If you can foster a sense of community or teamwork with your clients, it can make a significant impact on your sales relationships.

Growth: Some clients are driven by the desire to learn and grow. Highlight how your services can help them develop and improve, catering to their thirst for knowledge.

Contribution: Many people have a strong desire to give back or make a positive impact. If your company has a charitable component or contributes to a greater cause, share that with your clients to create a deeper connection.

Julie explains that by identifying which of these needs resonate most with your clients, you can tailor your sales pitch to align with their values and desires. This approach helps you build trust and rapport, making it easier to secure more sales.

Applying the Six Human Needs in Sales

Now that we understand the Six Human Needs, Julie and I discuss how to apply this knowledge in a sales context. It all comes down to active listening and adjusting your approach accordingly. By genuinely hearing what your clients are saying and understanding their needs, you can better position your products or services to meet those needs.

We emphasize the importance of using frameworks like the Decision Maker Map and behavioural profiling (like DISC) to gain a comprehensive understanding of your clients. This enables you to tailor your sales pitch effectively and demonstrate how your offerings align with their desires.

In conclusion, Julie leaves us with two invaluable tips for boosting your sales:

1. Don't Wear Your Locker Pants: In other words, don't impose your technical expertise and jargon on clients. Instead, meet them where they are, understand their needs, and guide them on their journey – just like Ian's amusing running track analogy.

1. Listen and Adapt: Pay close attention to what your clients are saying. Listen for clues about their needs, whether it's a desire for security, a sense of belonging, or a thirst for knowledge. Then, adapt your sales approach to address these needs, making your clients feel heard and valued.

Julie Hutchison's insights in this episode offer a fresh perspective on sales – one that prioritises the human aspect of business relationships. By understanding and fulfilling your clients' core needs, you can increase your sales success and build long-lasting connections with your clients. So, remember, it's not just about the technical stuff – it's about them.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Again, if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

Stuart begins by emphasising the importance of scrutinising costs, both in your personal finances and within your MSP. It's astonishing how often we overlook those small monthly subscriptions that add up over time. Stuart shares a recent example of a client who discovered £2,300 in unnecessary recurring costs, equivalent to a full-time engineer's salary. So, a quick win for boosting your MSP's cash flow is to regularly review your expenses.

Knowing your numbers is the next crucial step. Stuart highlights that it's not just about tracking money in and out; it's about understanding the components of your financial picture. This means breaking down your income into categories like contract revenue, support revenue, and hardware revenue, and then examining your gross and net profit on these streams. By having a detailed grasp of your numbers, you can confidently forecast your financial future and make informed investment decisions.

Another vital aspect Stuart touches upon is client analysis. Your clients hold the key to more cash in your MSP. Analyse their spending, profitability, and the technology solutions they use. Are they getting the most out of your services? Are there opportunities to upsell or streamline their tech stack? By digging into these questions, you can identify areas for growth and profitability.

Account management is our fourth tip, and it's closely tied to client analysis. Having a systemized account management process in place helps you stay on top of your clients' needs. This process ensures that you're not just meeting their current requirements but also anticipating their future needs. By doing so, you can confidently plan investments, knowing that they align with your clients' evolving tech roadmaps.

We also touch on the time thieves that often go unnoticed within an MSP. These can be inefficiencies, overlooked opportunities, or clients who aren't as profitable as they should be. Identifying and addressing these time thieves can significantly impact your bottom line.

In conclusion, the path to "more cash" in your MSP involves cost management, a deep understanding of your financial numbers, thorough client analysis, and an effective account management process. As Stuart rightly points out, profit is everything, and by taking the time to delve into these areas, you can unlock hidden opportunities for growth and ensure your business works for you rather than the other way around.

Remember, building a profitable MSP is about more than just accumulating cash in the bank. It's about creating a sustainable, thriving business that supports your long-term goals. So, take Stuart's advice to heart and start your journey towards "more cash" in your pocket and a more profitable MSP today.

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Again, if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

Stuart begins by emphasising the significance of existing clients, referring to them as the "Golden Goose" of your business. The key, he says, is optimising the relationship and revenue you have with them. Many MSPs leave a significant amount of recurring and one-off revenue on the table when they neglect their existing clients. The goal is to encourage your "Golden Goose" to lay more golden eggs, and this episode is all about how to achieve that.

Stuart shares a compelling example of a client who put seven figures of additional revenue into their business in less than 12 months by focusing on their existing client portfolio. It's a testament to the potential that often lies untapped within your current client base.

So, why do many MSPs struggle with this? Stuart pinpoints a common problem: getting in your own way. It's easy to become overwhelmed with day-to-day tasks and neglect the crucial aspect of account management. But, as Stuart suggests, there are a few key strategies that can transform your business, and it all starts with overcoming these obstacles.

One of the most fundamental steps is pricing. Stuart emphasizes the importance of charging the right amount for your services. Many MSPs have outdated pricing structures, and it's crucial to align them with the value you provide. Stuart recounts a story of a client who was hesitant to raise prices because they feared losing clients. However, after realizing the potential for additional profit, they took action, and it's poised to transform their business.

Stuart and I discuss the simplicity of the process when you have a well-defined strategy. It begins with understanding the profitability of each client and categorising them based on their value to your business. Not all clients are equal, so it's essential to prioritise your efforts.

Once you've graded your clients, it's time to standardise your packages and communicate changes. Stuart suggests starting with a gentle approach, perhaps by announcing price increases for the upcoming year. Surprisingly, most clients won't raise objections, and you'll find that the majority accept the changes without much fuss.

The next stage in the account management process is to establish a rhythm of review and communication with your clients. This ongoing dialogue ensures that their technology roadmap aligns with your services, and it fosters a win-win relationship. Stuart underlines that this process doesn't have to be overwhelming. By breaking it down into manageable steps, you can systematically work through your client base.

In conclusion, the episode's core message is clear: don't overlook your existing clients. They hold immense potential for revenue growth and profitability. By following a structured approach that includes pricing optimisation, client categorisation, and regular communication, you can unlock the hidden treasures within your client base. Your existing clients are indeed your "Golden Goose," and it's time to help them lay more golden eggs for your MSP.

So, if you're eager to harness the power of your existing clients and want to learn more about account management, take the Scale with Confidence MSP Mastery Quiz. It's a quick three-minute assessment that provides a 360° scan of your MSP and offers a personalised report with actionable insights.

Don't let these opportunities slip through your fingers – start cultivating those golden eggs today!

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Again, if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

Defining A-Players

So, what exactly are A-players in the MSP world? Stuart breaks it down for us. A-players are those individuals who are not just content with the status quo. They have the drive to step into their full potential in their careers, often going above and beyond their job description. These are the people who aspire to lead, innovate, and make a significant impact on your MSP.

If you're an ambitious MSP looking to scale confidently, A-players are the ones you want on your team.

The Consequences of Not Having A-Players

If you find yourself wondering why your team isn't taking ownership or driving your MSP forward as you'd like them to, it might be time to assess your team's composition.

When you lack A-players, you often end up micromanaging, leading, and directing your team continuously. This can be draining, hindering your MSP's growth potential. It's that moment when you think, "Why can't others in my team take initiative like I do?" Recognizing this tipping point is crucial.

Why Don't People Hire A-Players?

The hesitation to hire A-players often stems from fear. There's the fear of investing a significant sum in a talented individual. The fear of making the wrong hiring decision and ending up back where you started. Some MSP owners also grapple with imposter syndrome when considering hiring someone older, more experienced, or more qualified than themselves.

The fear and procrastination can be real roadblocks to growth.

Here are Stuart's 5 key steps on how you can start finding A-players in your MSP:

• Planning for the Future: Start by envisioning what your team should look like in three to five years. Plan out the functional roles you need to relinquish and the people you need to hire to allow you to focus on the more critical aspects of your MSP.

• Hiring the Best: Be brave and don't shy away from hiring people who are better, more experienced, and qualified than you. Look for the right fit and alignment with your company culture, regardless of their age or experience. This step may require an investment, but it's often worth it.

• Quantify the Recruitment Process: Implement a structured recruitment process. Develop a set of interview questions and scoring criteria. Focus on finding evidence to back candidates' claims rather than taking things at face value. This approach ensures objectivity in your hiring decisions and helps you identify the right person for the job.

• Onboarding and Engagement: Once you've found your A-player, keep them engaged even before they officially join your team. Regularly touch base, send postcards, and invite them to events to ensure they feel connected. On the first day and beyond, create a 100-day plan for them to make sure they integrate smoothly into your MSP.

• Investing for the Right Person: Be prepared to pay more for the right individual. Depending on your MSP's size and ambition, you may need to offer competitive salaries to attract top talent. Remember, it's an investment that often pays off when you have the right A-players driving your MSP forward.

As an MSP business owner, recognizing the need for A-players in your team is the first step towards unlocking your business's true potential. These exceptional individuals can help you scale, innovate, and lead with confidence. Don't let fear or procrastination hold you back from making the necessary changes to your team composition.

With the right planning, recruitment process, and commitment to onboarding, you can set your MSP on the path to success. So, embrace the challenge of finding and nurturing A-players, and watch your MSP thrive like never before.

As an additional resource that will help you find those A-players, listen to Episode 143 (and 4th episode of the Ask Stuart series!) which is where we asked Stuart, how to get more out of my team?

We encourage all of you to keep sending in your questions as we love to answer them on this series so, click HERE , fill out the form, and we'll tackle your questions in our upcoming episodes.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

And if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

The Importance of Quality Sleep

First and foremost, let's talk about sleep. It's not just about catching a few hours of shut-eye; it's about getting quality rest that leaves you feeling rejuvenated and ready to conquer the day. I can't stress enough how critical this is. We all know how tempting it can be to scroll through social media or binge-watch Netflix late into the night, but these habits can wreak havoc on your sleep patterns.

I've made a conscious effort to prioritize my sleep by establishing a routine. Lights out at 10:00 PM and up at 5:00 AM – that's my golden rule. This early morning quiet time allows me to focus on important tasks before the world wakes up. You'd be amazed at how much more energized and productive you can be when you start your day well-rested.

But that's not all. Quality sleep also contributes to a positive mood, better food choices, and improved exercise habits. When you wake up feeling great, you're more likely to make healthier decisions throughout the day. So, remember, a good night's sleep is the foundation of feeling great.

Eating Right for Vitality

Now, let's delve into the realm of nutrition. You truly are what you eat, and your food choices reflect your values and priorities. I've learned that the foods we consume have a profound impact on our overall well-being. It's not about going vegan or extreme diets; it's about balance and moderation.

Consider this – when you indulge in that slice of chocolate cake, you might experience a temporary sugar rush, followed by a crash in energy. That's because certain foods, like processed sweets, can't provide your brain with the right fuel it needs. The result? Fatigue and a craving for more unhealthy snacks.

On the other hand, opting for nutrient-rich foods like fruits, vegetables, lean proteins, and whole grains provides sustained energy and supports better decision-making throughout the day. Remember, it's all about balance – everything in moderation.

Exercise for Vitality and Resilience

Exercise is another crucial element in the pursuit of feeling great every day. It's easier than ever to incorporate physical activity into your routine. Whether it's a quick workout from a YouTube video in your living room or opting for the stairs instead of the lift, there are countless opportunities to get moving.

As IT professionals, many of us spend long hours sitting at desks. This sedentary lifestyle can take a toll on our bodies and minds. So, it's essential to prioritise exercise to keep our cardiovascular health in check and maintain our overall well-being. Even gentle exercise, done consistently, can make a world of difference.

By staying active, you not only boost your physical fitness but also enhance your mental clarity and focus. Plus, it's a fantastic way to prevent injuries and build resilience, ensuring you can tackle everyday challenges with confidence.

Bonus Tip: Embracing Cold Showers for an Invigorating Start

To wrap things up, I want to introduce you to a unique practice that's truly invigorating – cold showers. Yes, you heard that right! While the idea of dousing yourself in cold water might sound daunting, the benefits are undeniable.

Starting with just 30 seconds and gradually increasing the duration, cold showers can work wonders for your circulation, metabolism, and immune system. They also help you become more resilient and focused, all while leaving you feeling invigorated and ready to take on the day.

Incorporating cold showers into your routine might seem challenging at first, but the results are worth it. It's all about regulating your breath and embracing the initial shock of the cold water. Once you adapt, you'll find that the sensation is incredibly refreshing.

In conclusion, feeling great every single day is within your reach. It starts with prioritising quality sleep, making mindful food choices, and incorporating regular exercise. Additionally, don't shy away from the transformative power of cold showers. These simple yet effective practices can elevate your well-being, boost your mood, and enhance your overall quality of life.

So, take these tips to heart, and embark on your journey towards feeling great every single day. Remember, your well-being is a priority, and you owe it to yourself to embrace these positive changes. Feel great, be great, and live your best life.

Don't forget to check out Episode 086 – MSP Mindset Magic with Richard Tubb, where I had the pleasure of hosting the fantastic Richard Tubb, and we explored strategies for maintaining a positive mindset, dealing with the challenges of the IT industry, and achieving success in your MSP journey. It's a valuable resource that complements this episode perfectly.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE And if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Until next time, look after yourself and I'll catch up with you soon!

Julian Shelley, a successful MSP owner, began his journey in 2011 when 'Managed Service Provider' was not yet a widely recognized term. He started his business with a clear goal: to provide IT support that was better than what he had experienced as an employee in other IT companies. Over the years, his company, Woodstock IT, grew steadily, adding one employee per year and, by 2023, had a team of 13 dedicated professionals. However, despite this growth, Julian began to feel stuck and disconnected from his passion for the business.

The turning point came when Julian attended an MSP Growth Hub Discovery Day, where he had an epiphany. He realized that he needed a shift in mindset and a fresh perspective to reignite his passion for his MSP business. The Discovery Day introduced him to the concept of an MSP growth journey, where he could see his past struggles and the potential for future success more clearly. The prospect of reaching a million pounds in revenue, a target he had long aspired to achieve, suddenly felt attainable with the right guidance and framework in place.

Julian's journey with The MSP Growth Hub began with some initial overwhelm as he absorbed the wealth of content and ideas presented to him. However, this overwhelm was a positive one, signifying the immense potential for growth and improvement in his business. The planning framework provided by The Growth Hub was a game-changer for Julian. For the first time, he had a structured plan that allowed him to regularly review and update his business goals, a critical component he had been missing.

One of the pivotal aspects of Julian's experience with The MSP Growth Hub was the supportive community of like-minded MSP owners. He discovered that the MSP community was remarkably collaborative, with fellow MSPs eager to share their experiences and insights. Julian emphasized the importance of fully engaging with such a program, as the results are directly proportional to the effort invested.

The impact of Julian's first year with The MSP Growth Hub was nothing short of remarkable. His business saw significant growth, with a 16% increase in revenue and an impressive 40% boost in net profit. This growth allowed Julian to add 20% net profit and hire three additional staff members. It's important to note that the program also helped identify cost-saving opportunities and leverage R&D tax credits, contributing to the overall success.

Julian's approach to sales and marketing also underwent a transformation. He began producing regular newsletters, increased social media engagement, and refined tracking of incoming leads to make smarter marketing decisions. As a result, the business saw an uptick in new leads and improved lead conversion rates.

Looking ahead, Julian is excited about the potential to further leverage technology and automation to serve more clients without overwhelming his team. The MSP Growth Hub's guidance and resources have helped him streamline operations, laying the foundation for sustainable growth.

Julian's advice to those contemplating joining The MSP Growth Hub or feeling stuck in their MSP journey is clear: fully engage with the program and take the leap. You get out of it what you put in, and the benefits of structured planning, accountability, and a supportive community can be transformative.

In closing, Julian Shelley's journey from feeling stuck in his MSP business to reigniting his passion and achieving remarkable growth is a powerful reminder that it's never too late to make a change for the better. His story serves as inspiration for all MSP owners facing similar challenges, showcasing the potential for transformation when you embrace the right mindset and seek support from a community dedicated to your success.

So, if you're feeling stuck, remember Julian's story and consider taking the leap to get unstuck and thrive in your MSP journey.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Until next time, look after yourself and I'll catch up with you soon!

We kick off the episode discussing the power of acronyms and models in sales. Danny and I both love the clarity they bring to complex topics. Danny introduces the concept of a sales model that can be a game-changer for MSPs.

BANCOUT is the model designed to make your sales process more straightforward and enable you to communicate your value more effectively to potential clients. BANCOUT stands for Buyer, Authority, Need, Competition, Opportunity size, Unique, and Timeline. By following this model, you can ensure you're consistently driving towards your goal of selling more.

We then delve into the world of persuasive language. Danny shares his wisdom on how to persuade effectively without feeling awkward. He draws inspiration from the legendary Jordan Belfort, known for his sales prowess.

One key takeaway is the art of smart repetition. Danny explains that in sales, you'll encounter objections, and it's how you use strategic repetition that can persuade customers to come back on your side. By mastering this technique, you can overcome obstacles in your path to selling more.

During our conversation, we discuss the common mistakes made by MSPs in their sales conversations. One significant blunder is not documenting crucial information obtained during a conversation. Danny highlights how this oversight can mismanage leads and potential sales opportunities. Another mistake is the failure to distinguish between open and closing questions. Understanding the difference is vital for crafting persuasive language that leads to successful outcomes. These insights can significantly enhance your ability to sell more effectively.

Danny also shares an intriguing approach to using email in your sales process. He recommends reversing the traditional sequence of sending emails before calls. Instead, Danny suggests initiating contact with a phone call to establish rapport and build a connection. Once you've established this connection, you can follow up with an email to confirm the discussed points, ensuring transparency in your communication. This approach can help you build trust and ultimately sell more to your clients.

Throughout our conversation, we emphasize the enduring importance of human connections in sales. Even in today's digital age, people still buy from people. Danny introduces the concept of the first 15 seconds, highlighting the critical role they play in making an excellent first impression. He emphasizes that during this brief window, a salesperson must be recognized as an expert, enthusiastic, sharp, and relatable.

To achieve this, Danny shares his technique of sharing relatable stories in the first 15 seconds of a call. Whether they are minor inconveniences or relatable experiences, these stories help create a personal connection and make you appear more human and approachable, a key aspect of selling more.

In conclusion, Danny Boyle has provided us with a wealth of knowledge on selling more effectively by doing less. His insights on using persuasive language, avoiding common mistakes, and building human connections can make a significant impact on your sales performance.

If you're hungry for more knowledge on how to sell more confidently and effectively, make sure to check out Episode 119, where we dive deeper into this topic with Brian Gillette.

You can also reach out to Danny Boyle via email at [email protected] or connect with him on LinkedIn.

For more resources on boosting your sales and marketing performance, be sure to explore our recent Sales and Marketing Masterclass recording HERE

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE And if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs. Until next time, look after yourself and I'll catch up with you soon!

1. Start at the Top - Plan Your Future Structure:

To set your MSP on the path to success, begin with a clear vision of your future organizational structure. Many MSPs start with a flat structure, but as you grow, it's essential to plan where each team member fits in. This strategic planning will help you determine when and who to hire, ensuring that your team evolves in line with your business goals.

2. Set Quarterly Goals and Share Them:

Don't just keep your goals to yourself. Share them with your team! Quarterly goals give everyone a clear focus and keep them engaged. Whether you communicate these goals every 30 or 90 days, it's important to ensure your team understands where the business is heading and how they play a crucial role in achieving those goals.

3. Define Your Organizational Values:

Your company's values are the essence of your culture. They guide your actions, attract the right talent, and even influence the clients you work with. Make sure your values are clear and prominently displayed. You can use these values not only to reward good behaviour but also to address issues constructively, focusing on the values that weren't aligned.

4. Assess Your Time Management:

Stop being busy just for the sake of it. Conduct a time audit to identify tasks that consume your time unnecessarily. Delegate tasks that others can handle, freeing you up for higher-value activities like business development and strategic planning.

5. Communicate a Shift in Focus:

When you're ready to change gears and pursue a deliberate growth plan, communicate this shift to your team. Resetting expectations helps redefine what's acceptable within the organization. Remember, what got you here might not take you further; adapt to external factors and evolving market dynamics.

6. Find Your A-Players and Delegate Correctly:

Identify your A-players, the enthusiastic and passionate individuals in your team. Nurture them, develop their leadership skills, and delegate tasks to them appropriately. Effective delegation means giving them the bandwidth, defining clear expectations, and allowing them to learn through both successes and failures.

7. Ensure the Right People in the Right Roles:

Assess your team's competencies, behaviours, and attitudes. Ensure that everyone is in a role that aligns with their skills and values. A well-structured team with the right people in the right roles empowers everyone to excel and contributes to a happier workplace.

8. Set Expectations and Exchanges:

Establish clear expectations for tasks, metrics, and performance. Ensure that both you and your team are on the same page regarding roles and responsibilities. Regularly check in with your team to provide support and guidance, avoiding the tendency to swoop in and take over when things go wrong.

9. Engage Through Regular Communication:

Engage with your team through regular stand-ups and one-to-one meetings. Create an open, vulnerable, and collaborative atmosphere where your team members feel valued and heard. Encourage them to provide feedback, share their thoughts, and participate in team-building exercises to strengthen your company culture.

10. Reward and Recognize:

When it comes to recognition and rewards, make them personal and meaningful. Tailor your approach to each team member's preferences, whether it's time off, public praise, or other incentives. Recognize and reward those who thrive and provide ongoing training and support to help them continue excelling.

Implementing these ten tips will not only supercharge your team but also enhance your MSP's growth potential. By focusing on leadership, communication, and alignment with your vision, you can create a thriving and motivated team that propels your MSP to new heights.

If you found this episode valuable and want to dive deeper into topics like team reconnection and more, make sure to listen to Episode 114 - How to Reconnect with Your Team.

And if you're ready to take the next step in supercharging your MSP, take the Scale with Confidence MSP Mastery Quiz. This will provide you with insights and guidance tailored to your specific needs.

Remember, building a successful MSP is not just about working harder; it's about working smarter and building a team that shares your vision and values. So, take it one step at a time, implement what resonates with you, and watch your MSP thrive.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Until next time, look after yourself and I'll catch up with you soon!

Here are our top three tips to help you get out of your own way:

1. Be Consistent and Build a Great Simple Plan:

We've all heard it before, but consistency is truly the key to success. This mantra applies more than ever in the MSP world. The marketplace can be unpredictable, and technology is perpetually evolving. Focusing on a well-structured plan, being consistent in your approach and staying accountable will set you on the right path. Remember, the beauty often lies in simplicity. You don't always need an elaborate strategy. Sometimes, all it takes is a clear, uncomplicated plan that you adhere to consistently. This combination not only ensures that you stay the course but also provides a clear vision for your team.

2. Be Purposeful and Deliberate Every Day:

Every day presents a fresh set of challenges. Some are foreseeable, while others catch us off guard. The trick is to be deliberate in your actions and to be prepared. Avoid the temptation of being reactive. Instead, take a proactive stance. This means being intentional with your daily goals and tasks, ensuring every step you take aligns with your overarching strategy. When we act with purpose, we're not merely responding to situations. We're strategically manoeuvring through them, always keeping the end goal in sight.

3. Build the Best Team That You Can Afford:

Your team is the backbone of your MSP business. Their skills, dedication, and passion can propel you forward or hold you back. That's why it's crucial to invest in building the best team your resources allow. Start by mapping out a skills matrix. Understand where each team member is now and where you need them to be in the future. Once you've got this in place, you can identify the training and support they need to get there. Unfortunately, the journey also sometimes means making tough calls. If you find yourself dealing with poor performers, it's essential to address the issue head-on. Either invest time in improving their performance or make the difficult decision to let them go. Negativity and toxicity have no place in a thriving MSP business and can impact the culture, morale and engagement of your wider team

In addition to these tips, I suggest tuning in to Matt Newton's story in Episode 150. As an Ex-7 figure MSP business owner, his journey emphasises the importance of connecting to your WHY, and it's a must-listen. Also, Episode 120 with Nigel Moore delves into the ever-important topic of mental health, shedding light on the barriers holding many back. It's a touching narrative that reminds us that it's okay not to be okay.

Before signing off, I'd like to extend an invitation. If anything we discussed today resonates with you and you feel you could use a hand or merely wish to chat, do reach out. The intention is not sales-driven but purely to support our MSP community. Whether that means connecting you with other industry giants like Richard Tubb, Paul Green, or Mark Copeman, or directing you to our MSP Growth Hub. Our priority is to help you get the assistance you need, when you need it.

Connect with me on LinkedIn and see what I'm up to by clicking HERE To join our amazing Facebook Group of over 300 MSPs where we are helping you Scale Up with Confidence, then click HERE

Until next time, look after yourself and I'll catch up with you soon!