The Diversity Your Clients Will Likely Have
An MSP business will be many things to many clients. To some clients, MSPs are just a quick-fix solution for times when a problem arises which can’t be solved internally. To some, they’ll be like a neutral liaison between tech sellers and final installation. To others, an MSP will end up being an integral part of onward operations. Many relationships may be diverse and, yet, bear this quality. Sometimes, an MSP will be the only tech solution a client uses. Sometimes a client will have on-site tech support facilitating innovation and company advancement, while the MSP provides infrastructural support, troubleshooting, and security. But one thing is sure regardless of the role your MSP plays with clients: the more things you do for them, the closer you come to truly being in a partnership with them.
A close enough relationship can initiate co-dependency; perhaps that shouldn’t be your goal, because a client may misstep operationally and fail. However, having a relationship where both of you do have a substantial reliance on one another is sensible. If you can acquire several clients of this kind, your MSP company will be firmly established.
There are some additional reasons it makes sense for your MSP to explore a closer, more “partnership” oriented role with your clients. These reasons include:
- Time necessary for proper service delivery
- Increased access to exceptionally advanced innovation on both sides
- Competitive edge
The best MSP can’t instantaneously optimize all aspects of even the smallest business. The change will take at least a few days; likely a few weeks. From here, the business will change and the MSP will acquire new tech. Both will experience further developments between themselves incrementally. If the upgrade and expansion are to be done correctly, there will be much time involved. The MSP will have to get to know clients intimately, and at this point, partnership just starts to make more sense. It acts as financial security and security of intellectual property.
As an MSP becomes able to use new cutting-edge techniques, clients become able to enjoy those techniques. Should such techniques effectively advance the client, they’ll source more, meaning a big payday for the MSP providing them service. When an MSP makes more, they can afford to branch out technologically, which in turn allows them to provide clients with better and better solutions. It’s an upward spiral. As one advances, so does the other, making it easier for the first to climb another technology stair higher.
A Sharpened Competitive Edge
Partners in business give both parties a more competitive edge than associates can. Partners can plan. Partners can pool information. Partners can curtail expenses through services consolidation. One can pick up the slack of the other, and vice versa. It’s a symbiotic relationship beneficial to both parties. If your MSP business acts as a partner to clients, such advantages will be yours. But if you’re only an associate, both of you are missing out.
When working with potential and existing clients, point this out. It’s a good way to increase trust as well as reliability between both of you. Additionally, it may help you secure more business from your client as additional areas of service become considered.
A Considerable Solution for Your MSP
Again, not all clients are going to be the same. You’re going to be more integral to some than others, there’s no way around that. Sometimes, it will be better for you to be a client’s associate and not their partner. But in many scenarios, having a close relationship which can be characterized as a partnership between you and your clients ends up being a mutually beneficial step for everyone.
Your MSP business stands to do much better when more sustainable income can be attained. Finally, with the information which increases your competitive edge, you may be able through partnership to get leads on additional clients in a quid pro quo sort of way. Word of mouth does a good job, but when you’ve got insight from a similarly-configured client, your acquisition stands to be more successful.