MSP New Business Lifecycle

Want to grow your business?

Get more clients!

We all know that its not quite as easy as that. There are at least 7 steps in acquiring and perhaps more importantly keeping and growing a relationship with new clients.

Preparation. Who are you targeting? What does your ideal client look like? What sector are they in? How many employees do they have? Where are they located and more critically how many of them are there?

Marketing. How do you let people know you want them as a customer? What pains does your customer have and how can you resolve them? What examples can you show of how you have helped others in the same sector? How do you best demonstrate this to your market? What truly is your USP? If someone looks at you as a brand as a website as an entity is it clear that you're looking for them as a client?

Sales. You've prepared, you've identified a client, they've approached you, now you have to sell. Have you got a defined sales process? Have you detailed the common and less so objections that you know could come up and how you'll deal with them? Is your pitch polished and as good as it can be? Have you prepared one or more of your supporters to stand beside you and support you as a business?

Conversion. As important as any of the steps above and below but often neglected. Once the client has said yes how easy is it for them to become a client? What is your onboarding process and do you even have one? How quickly can you get them set up on your systems and your systems set up for them?

Service. If you've made promises throughout the above to win a client you've got to keep them. No point promising something you cant deliver. If you've been clever you've set yourself up to under promise and over deliver. Its a winning strategy. Winning a client is just the start of course. What strategies are in place to keep in touch with them and how often. Who will and how will you manage their account and the relationship? This is something that should of course be in place already but new clients will often need a little extra and if it hasn't been planned for its often missed.

Grow the Relationship. This can happen in a number of ways. A happy customer is more likely to recommend you to others and its likely those others will be in the same or associated sectors. Don't forget to ask for recommendations. I've lost count of the number of customers who have told me they didn't recommend anyone as their IT Co never asked! This is where IT `service providers` and IT `consultants` differ hugely. Those that see themselves as IT service providers are typically reactive. A mindset that everything is going well because they haven't heard anything and there has been no problems. Best not upset the applecart by making contact when there hasn't been a problem. A consultancy approach will show you actively looking for ways to make their lives better. You are more than a manager of IT services, your input can make a huge difference. You are a business consultant and should see yourself as such. Maintaining contact whether there are problems to deal with or not to educate, improve and update their skills and knowledge adding value to your offering.

Contract Renewal. This is potentially the easiest part if you've done all of the above. You will have set yourself apart from those that they've dealt with before and they will be wanting to secure your business rather than the other way round.

When it comes to supporting MSP`s and their business growth you can look at an array of different solutions. What sets us apart is that we are MSP specialists. So much so that we only deal with MSP`s and associated Tech Companies. Why? We come from an MSP background ourselves. Our experience is predominantly within MSP`s. We have that bit extra, that something special that when you add it into your marketing helps you stand out and ultimately grow your business.

We can provide support in almost all of the steps above. You can book a discovery call with us to chat through your requirements and your growth by clicking here. Calendly - Wingman

We look forward to hearing from you.