2 min read

Lessons Learned 2022

By Adam Walter on Dec 5, 2022

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd
Youtube: https://youtu.be/t23a8EYQp8g

We are nearing the end of the year, so you know what that means: it’s time for 2022’s Lessons Learned. Lessons Learned is an opportunity for an MSP (or any business!) to discuss the actions they can take to either mitigate a problem or increase success. It’s best conducted at the end of the year so that you can thoroughly analyze everything that happened during the previous 12 months.

You’re probably assuming that Lessons Learned focuses on mistakes made during the year, and what you learned from them – hence, “lessons learned.” While pitfalls are definitely a central topic of discussion, the successes of the year are equally as important to talk about. When things are going well, do you understand why? You need to pinpoint the key to the success you have reached so that you can continue it into the new year.

Here are three questions that you should ask yourself when analyzing a situation:

Topics: CIO Strategic Leadership QBR
3 min read

Why your Clients Avoid Meetings - Part 2

By Adam Walter on Oct 17, 2022

Last week, we discussed the issue of clients who are seemingly always avoiding their meetings with you. This week, George Miller is joining us again as we get further into the topic and share solutions for MSPs to have better meetings with their clients.

To ensure you’re going to have a great meeting with your client, the one thing you really need to prioritize is knowing the person that is going to be sitting across the table from you. What’s important to them? What are their key initiatives?

Topics: MSP QBR Quarterly Business Review Client Success Humanize Podcast
4 min read

Why your Clients Avoid Meetings - Part 1

By Adam Walter on Oct 10, 2022

Are you trying to figure out why your clients regularly avoid meeting with you or constantly reschedule just to doze off when the meeting actually occurs? This week, Humanize IT invited fellow PitchIT contestant George Miller to join us in discussing this head-scratching topic. George is with the cloud software company Cloud Readiness and has a 40-year background working with MSPs. Throughout his experience with MSPs, he’s been a part of a great number of meetings, and he has learned quite a bit about how to make your client meetings successful and engaging.

Before we dive into the “how,” let’s talk about the “why.” Why do your clients avoid your meetings, and what is it that makes meetings so dreadful?

Topics: QBR MSP Marketing Quarterly Business Review Humanize Podcast
2 min read

Power of Physical Presence

By Adam Walter on Oct 3, 2022

Let’s admit it. Those of us in IT tend to be reclusive. It’s in our nature to “avoid” seeing the customer and instead do our work at our desks - after all, it’s where are able to accomplish the most. However, let’s consider stepping away from our desks and seeing what we can accomplish when we choose to be present with our customers.

The power of physical presence is severely underestimated in the world of IT. You’re still able to get just as much work done whether you’re present with your customers or if you’re at your desk in your office - the key is to change the perspective of your to-do list.

Topics: vCIO QBR Quarterly Business Review Humanize Podcast
3 min read

Power of Collaboration

By Adam Walter on Sep 26, 2022

We’re all passionate about something. At Humanize IT, our passion is helping MSPs have better conversations - not presentations - with their clients. Imagine how much better an individual’s passion for something could be if they collaborated on it with others.

Collaboration is key to discovering new ideas, improving concepts, and bettering discussion. You have to remember that you’re not the only intelligent person in the room. When you are willing to collaborate with other smart individuals in the same room as you, you are able to create an even better product than if you were to attempt it on your own. If you were to decide to take the venture alone, you would be left with only your own ideas; we don’t even want to think about all of the value lost if you chose to not receive input from others.

Topics: vCIO QBR Quarterly Business Review Humanize Podcast
2 min read

PitchIT Volume 2

By Adam Walter on Jul 5, 2022

Welcome to the second part of PitchIT with Sean Lardo of ConnectWise! We’re diving deeper into our IT world and how to provide your service to clients.

For those of us who work in IT, we know that our industry is ever-changing and growing. However, the growth that we’ve seen over the last few years has been exponential. When Covid hit, our services had adapt and expand in ways we did not anticipate. People had to stay home and run their businesses while out of the office. Innovation wasn’t what we wanted. It was what we needed!

Serving our MSPs is, of course, always at the forefront of our work. But how do we ensure they have the resources and understanding needed to do their jobs? The answer is simple, and ConnectWise has broken it down into 3 promises they make to their clients.

Topics: vCIO Managed Services Providers IT Account Management QBR
2 min read

Powerpoint Costs You Clients

By Adam Walter on Feb 28, 2022

If you’ve ever walked into a room, gave a lecture and then walked out and wondered why no one bought your product, this one is for you. 

Here at Humanize IT, our motto is conversations, not presentations. If you’ve been with us for a while, you’ve probably heard us talk about that a ton — and, for a good reason! We want you to have the best conversations with clients, and that means it’s time to get rid of PowerPoint. 

Topics: vCIO IT Sales Person QBR Humanize Podcast
2 min read

New Year, New Topics

By Adam Walter on Dec 27, 2022

The new year is coming and we are starting it off with new content! In the new year, we really want to focus our attention on MSPs because some people don’t even know what MSPs do and how they can help a business grow. We’re going to provide tons of MSP-related content — here’s a sneak peek into what 2022 will bring!

Topics: IT Management IT Sales Business Building for IT Companies QBR Quarterly Business Review
2 min read

Business Shiny Things

By Adam Walter on Sep 27, 2021

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3uooSU

Topics: CIO QBR Adam Walter Humanize Podcast
4 min read

How Salespeople Close IT Projects Faster?

By Myles Olson on Jan 28, 2021

We’re all too well aware of the enormous amount of work that goes into the preparation phase of every client IT project. From the idea stage (we need to replace the server architecture) to actually being able to send a proper quote ($18,500 with labour cost) the MSP spends dozens of hours coming up with the IT project plan and the numbers. The hours are tracked as “sales” hours spending time on those quotes but at the end of the day most of those projects never take off. Everybody is bummed, the client calls off the opportunity, the team writes off the time to a “lost opportunity” category and life goes on. However there is a totally legitimate, battle-tested sales tactic that a few MSPs use to cut this unproductive and morale-draining busy work. Let's get into the details.

Topics: IT Sales Person Managed Services Providers IT Account Management QBR Technical Account Manager Managed Services Platform
5 min read

How to Schedule QBRs for Engagement

By Denes Purnhauser on Jan 14, 2021

Most MSPs have a hard time not only engaging executives in QBRs but even being able to sit down with clients, as they don’t see the value they add to their business. The goal of scheduling a QBR is more about selling them the process, benefits and the results so they see the value and look forward to these events.

We are going to discover the minimum requirements of scheduling an engaging session with the right people in the client’s organization. As a result you are going to get more executive level decision makers in your meetings with higher anticipation.

Topics: Managed Services Providers IT Account Management IT Client Engagement QBR Technical Account Manager Managed Services Platform
5 min read

Business Relationships cannot be automated...

By Denes Purnhauser on Oct 8, 2020

There are many tools and best practices out there to streamline, and automate technology conversations with RMM integration, ticket reports and asset management functions. The reason is that as most MSPs by starting their QBR processes they simply try to run faster to the wrong direction. The common mistake we see is they try to streamline a technology focused tactical conversation (important for them) rather than elevate themselves with strategic-business focused QBRs (important for clients). Let’s see the 3 reasons why it is the case, 3 impacts taxing these MSPs and the 3 steps to fix this quickly.

Topics: Managed Services Providers Strategic Leadership QBR Quarterly Business Review
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