Become a Trusted Advisor with Strategic Client Meetings
Become a Trusted Advisor with Strategic Client Meetings
2 min read

How to build client rapport under pressure & limited time

By Denes Purnhauser on Feb 19, 2020

A new customer of Managed Services Platform called us the other day: “Guys, I have a concerned client and risk going into a meeting completely unprepared. I want to do it professionally so they see I am fully organized on their needs, that I can get my ideas across and have an engaging meeting with them. Oh.. did I say I have only one hour?”. We helped this client shift from being reactive, defensive and unorganized to professional, confident and prepared by assembling their personal committed overview ready for the meeting in 30 minutes using our pre-built templates and software. This is how the risk was turned into opportunity.

Topics: Client Engagement
5 min read

5 Questions that will make your Client Meetings Strategic

By Denes Purnhauser on Jan 23, 2020

What would it feel like not just having great and engaging meetings with clients but being able to become true business partners? Progressive MSPs has been started because when the Quarterly Business Review meetings aren’t focused on the “Client’s Business Review” but the “MSP’s Business Review” then engagement drops and the relationship gets mired in the technology partnership level. Although it raises a concern about the scalability of the process - as account manager employees seem to have trouble engaging executives with real business discussions - there are best practices that can be applied to empower employees to elevate the conversation.

In this blog we collected five great conversation starters that will generate huge engagement among high-value client business owners and executives. Your growth need not stagnate just because you as a business owner are the only one who can deliver these meetings.

Topics: Client Engagement
5 min read

How to get out of your “Client Engagement Debt”

By Denes Purnhauser on Jan 17, 2020

As a Technology Provider, you’ve undoubtedly encountered the symptoms of your clients' "Technology Debt." This is the manifestation of the inherent costs of perpetual support for less-than-optimal technology. This is a drain on both you and the client. Client Engagement Debt is a similar concept that encompasses the implied cost of not having enough quality Account Management, Technical Account Management, vCIO or IT Consulting activities with your clients. This costs you money, erodes trust, loses opportunities and even lowers the value your clients see in your services. Let’s take a look at how much debt you have and how to get rid of it this year.

Topics: Client Engagement
8 min read

How to Become a Trusted Advisor With Strategic Client Meetings

By Denes Purnhauser on Dec 12, 2019

Most MSPs are facing the commoditization trap. Competition is getting fierce, price pressure is constant, it’s hard to get in front of prospects and selling additional services like cybersecurity or IT consultation is tough.

There is one telltale sign each MSP should look for of declining client engagement which leads to the downward spiral of less connection, less stickiness (retention) and eventually less profitability.

In this blogpost we are going to learn about this telltale sign, how you can identify whether your MSP is affected and what to do to overcome the problem.

Topics: vCIO Client Engagement
3 min read

Managed Services Platform vCIO Report 2019

By Adam Mihaly on Dec 6, 2019

Managed Services Platform's vCIO community has been growing year by year since 2014. In fact, we are most likely now the largest active vCIO community in the world with more than 600 members. With this news, we have decided to create a short report regarding how we typically see our vCIO members across the globe.

Topics: vCIO Client Engagement
9 min read

Accelerate Your Growth with the new features just released

By Denes Purnhauser on Oct 18, 2019

I am happy to introduce the sets of software features, updated templates, expert guide content and super specific programs to accelerate your growth! If your Account Management is not producing project revenues, your vCIO is not getting paid for advice, your Sales people are not getting leads or your Cybersecurity services are not being sold then this release is for you! This is what we are going to cover:

  1. New Software Features for Growth
  2. Expert Guides for Growth
  3. Role Specific Programs for Growth
  4. Quarterly Sprints for Growth
Topics: vCIO Sales MSP Business Building Account Management Client Engagement Cybersecurity Implement New Services Win New Clients Profitable Operations Technical Account Manager Skip Ziegler
4 min read

Unleash Your Growth Potential

By Denes Purnhauser on Oct 11, 2019

Whether you’re a “one-man-band”, an emerging MSP with a handful of people, a team about to reach the 20 people mark or even a large 50+ organization you have one thing in common: you may have reached a growth plateau and want to unleash your potential to get to the next level. In hindsight you can recognize that it all comes back to bottlenecks in your organization’s capabilities to unleash those potentials role by role: Account Management, vCIO, Technical Account Management, Sales, Cybersecurity and even the owners. All of them have low-hanging-fruit opportunities and by snagging those you can get to the next level in a smooth, predictable way.

Topics: vCIO Sales MSP best practices MSP Account Management Client Engagement Implement New Services Win New Clients Profitable Operations
5 min read

How you steal money from your own MSP and how to stop doing it

By Denes Purnhauser on Oct 4, 2019


Unfortunately this is not a cheap cliffhanger title just to grab your attention. You’re reading it on your mobile so I’ll be brief like a bumper sticker: you steal money from your own MSP because you address the symptoms of problems with tactical Bursts of effort. That only generates more work and expends resources to generate tiny bits of unsustainable value. Sure, you feel busy and productive, but you don’t solve the problems in the long run. Sound familiar? Let's take an example and see how to fix it with Smart Goals and an action plan.

Topics: MSP Account Management Client Engagement QBR
4 min read

Why your QBRs are costing you, customers

By Adam Walter on Sep 2, 2019

For those of us who have been in technology for a while, we have seen some pretty crazy setups from well-meaning people. Largely this is because we have very smart capable people trying to work in environments with limited knowledge.  Most were trying their hardest but just didn’t know any better.  

Some of the crazy things I saw back in the day were “vlans” that were actually just subnets, firewalls with giant holes in the ruleset, and unrestricted VPNs that were completely insecure. These mistakes were not made by lazy admins, they were made by well-intentioned technicians that didn’t know they were doing anything wrong. All they knew was that things were working smoothly.

Topics: vCIO Virtual CIO Client Engagement QBR Adam Walter
4 min read

The 4 roles that make you a high value business partner

By Denes Purnhauser on Aug 30, 2019

Transforming your Basic IT Service Provider company into a high-value business partner is a study in communication - why you communicate, what you communicate and who is communicating to whom. There are four roles that are critical to your relationship with your clients. The communication from these four critical roles will determine whether your company is becoming a commodity or a differentiated brand. Let’s take a look at these roles and what you can do to make sure their communication will be excellent.

Topics: vCIO MSP Sales Account Management Client Engagement Technical Account Manager
2 min read

Building blocks for Strategic Engagements

By Skip Ziegler on Aug 23, 2019

The Strategic Client Engagement.  It’s a fancy name for a meeting; but it helps set the overall goals of what we are trying to achieve: an opportunity to talk with our clients about how technology can help drive their business to meet their current and future needs.

Topics: Account Management Client Engagement Technical Account Manager
4 min read

Why vCIO Programs Fail

By Adam Walter on Jul 25, 2019

The industry is changing, you need to evolve or be left behind by your clients. The next step to MSPs is vCIO, but how do we get there?

I have spent the last few years coaching MSPs on how to create successful vCIO programs. There is a consistent message across every single MSP:

“We want a vCIO program but have not been able to get it going”

Topics: vCIO Virtual CIO Client Engagement Strategic Leadership Disruptive MSP Adam Walter
3 min read

Client Engagement Excellence Program

By Denes Purnhauser on May 31, 2019

Here is the Problem...

Communicating with your clients at only the technical and tactical level will eventually lead to diminished engagement. Executives are looking for more strategic and business-oriented conversations. Without a clear understanding of the roles for the Account Managers, Technical Account Managers, Technical vCIOs or Business vCIOs it is nearly impossible to leverage any process, best practice or tool to get your critical audience excited.

Topics: Account Management Client Engagement
1 min read

6 Best Practices of Top Performing vCIOs

By Adam Walter on May 31, 2019

If you think technology strategy involves talking to your client about firewalls and server patching levels you are doing it wrong!

Technology is becoming a commodity. Just a few years ago you needed an engineer just to install wireless. Now anybody with a cheque book can order turnkey solutions from amazon and manage their entire technology stack from the cloud. Businesses need partners to help them compete, they don’t need to be more educated on the greatest next generation firewall.

Topics: vCIO Virtual CIO Client Engagement Adam Walter
2 min read

Get Buy in from Executives on Required Projects

By Denes Purnhauser on May 31, 2019

 

Problem: long decision making process and postponing of urgent/important projects

When projects are vitally important or urgent but the client is hesitant, doesn't make a decision or simply ignores the facts, then they do not see the value that you do.

Your goal is to demonstrate this value, make the decision easy and instill a sense of urgency to move forward.

Because this is a crucial conversation, structured meeting tools can help to:
Use visuals to align the client with the problemGenerate a high level perspectiveMake the deliverables tangibleRationalize the decision with an ROI Calculator.

Topics: Client Engagement
Become a Trusted Advisor with Strategic Client Meetings

Featured