Fox & Crow Group

How to grow your #msp every year. Guess what -- Its not outbound... well, not ONLY outbound. New client's are part of the equation. The other part? Account Management. #AccountManagement isn’t just client check-ins. It’s the glue. Keeps clients happy, Keeps your business growing. But here’s the thing: no goals = no focus. Your team? They’re chasing fires instead of driving value. That’s a problem. So, what do you do? You set goals. Real ones. Simple ones. Goals that make sense. Why Set Goals? 💪 Goals = focus. Your team knows what matters: retention, #growth, and profit. 👀 Goals = outcomes. You can measure success. Fix what’s broken. 💧 Goals = no leaks. You track revenue. You make sure every account pays what they should. How to Set Goals That Work 1. Start with size. Small MSP? Start simple. Example: “Raise monthly client revenue 10% in six months.” 2. Keep it clear. No fluff. No vague stuff. Example: “Finish 90% of quarterly meetings by year-end.” 3. Pick the right metrics. Stack adoption, churn, engagement—pick the ones that matter. Forget the rest. 4. Break it down. Don’t overwhelm the team. Steps: - Find clients with low service adoption. - Offer them better bundles. - Track results. - Check often. Monthly. Quarterly. Fix roadblocks. Adjust the plan. #QuickWins 💡 Use QBRs to pitch something clients need (security, efficiency, less downtime). 💡 Automate meeting scheduling. 💡 Make the value crystal clear—what’s in it for them? = What’s your AM team’s biggest challenge? Drop it in the comments. Let’s talk. Want to go deeper? DM me, or let’s grab time to chat. Link in the calendar. #MSPSalesProcess #Sales

One of my favorite questions in #salesdiscovery is: "Tell me what would cause this relationship to fail?" If someone asked *me* that question I would tell them plainly "missing deadlines and failing to communicate about it." If you’re not managing #expectations, you’re managing disasters. If you constantly feel like you're running from fire to fire in your #MSP, dig in to how your sales team is setting expectations - a new relationship requires trust, and if you're breaking the first promise you make to a new client, that sets the tone for the remainder of your engagement. It's easy to displace an #IT firm that misses deadlines, pushes meetings, doesn't meet #SLAs and doesn't proactively #communicate about issues that are causing these things to happen. Missing deadlines is an unforced error. A recent quote from a guest on The WIN Podcast (Andrew!) that resonated with me was "a happy client will forgive you for burning their house down so long as you told them when you were going to do it." What #KPIs can you use to measure how well you're communicating internally and externally? Lets ask some #salesexperts, and some #ops experts on how we can improve #communication during the #salesprocess to avoid failure during that crucial honeymoon period: Ian Richardson Walter Crosby Paul Fuller Mark Copeman Vaughn Mordecai Kathryn Rose ⭐ Dean Trempelas Israel Lang Rex Frank Andrew Moore Love to hear their thoughts on this topic. And your thoughts - what do you do in your business to balance sales and service delivery in order to avoid disappointing clients or stressing out your team? (you'll find Mark, Vaughn and Kathryn at the channelWise #coachingcafe with me and Ian Richardson and other #MSPsales and #MSPmarketing experts in Florida at #ITEX in February - this might be a great question to ask any of us!)

How to win competitive bids in 15 minutes. It's no fun walking into a competitive bid situation. I remember having non-stop doubts. Trepidation. Worrying about everything. ⁉️ Is my pricing right? ⁉️Can I overcome objections? ⁉️What do my competitors offer? ⁉️How do I stand out? ⁉️What's the right tact to approach X Veritcal? ⁉️How I do discredit without sounding petty? That crap was frustrating AF... But it didn't have to be way... Pricing became math Objections became data 📊 Competitors were an open book 📖 Differentiation, Verticalization, and Winning became expected outcomes Here's the 3 step playbook 1. Adopt a sales process, supported by procedure. What you do & how you do it 2. Train yourself on the 80% scenarios. Most of the time you can do the exact same thing, and win. 3. Get fanatical about coaching culture Pro Athletes demand coaching. Why shouldn't you and your team? The only thing left is figuring out that vertical playbook, how to differentiate, and understanding the competition. That's good old fashioned reading, research, and trial / error. Or... You can use OUR data. Data that: ✅ was curated from 10 years of #msp #leadgen, ✅ across millions of outbound dials, ✅ coast to coast across North America, ✅ using a playbook that delivered over $1B in revenue and counting. Guess what? That data is here. Right now. And you can use it. We've done the hard work, so you don't have to. You can scope a prospecting campaign approach, get feedback on your reach out attempts, and analyze what your competitors are doing... all in under 15 minutes of time through the system. #FaCInstinct is coming. Curious? DM Carrie Lynn R. or myself. Let's chat.

#MSP Account Management is not about handling client complaints. It's about managing client profitability. Back when I ran my MSP, a lot of our accounts were private healthcare practices. They were high maintenance & low margin. Unprofitable clients are like leaky faucets—they might not seem like a big deal at first, but over time, they: drain your resources 💸 stress your team 😤 wreck your margins 🧨 More ugly self-reflective facts to consider. 🔴 Accounts below your profit floor are putting your entire MSP at risk. 🔴 Poor data means you’re managing blind. 🔴 Avoiding tough client conversations only delays the inevitable. Here's the Fox & Crow Group playbook to solve this: ✅ Audit your accounts: Identify resource drains and revenue gaps. ✅ Leverage your data: Get crystal clear on what each client really costs. (ProTip: Talk to Larry Cobrin, Solei D., and Lori Berry at MSP CFO to make this stupid easy to achieve.) ✅ Upsell and standardize: Drive profitability with strategic offerings. ✅ Have direct conversations: Transparency pays—literally. 👉 It’s time to ditch the drains and double down on what works. I've yet to meet a business owner who didn't like more #EBITDA. Let’s make profitability the standard, not the exception. Dean Trempelas: feels like I did a #spicythursday by accident. My bad amigo. Pictured: Carrie Lynn's "Wife" CSAT score dictates that she is happy with my delivery of "Courier & Driver" services in our new Polestar. And yes, that account is quite profitable, even with new cars and nonsense. = Let’s dig into your bottom 20% accounts with a discounted consulting session. Together, we’ll build a plan to turn your client base into a profit engine. 📅 Book your session now (Check below)

Don't focus on number of leads. Be great at process. unpopular opinions: 🧭 Lost bids = You botched discovery. 🫗No referrals = Service delivery sucks. Rarely is number of leads the problem. If you have delivery nailed, it's easy to ask for referrals and get them. If you're awesome at discovery, deals follow naturally. 👂 here's the secret: Sales💰 is like chess♟️. It's data and skill based. If you're better than your opponent, you will win. 🏆 If you lose, look back. Reflect. Find the mistake. Fix the #process, fix your #sales. = Carrie Lynn R. and I are booking #mspsalesprocess installs into February. January is booked solid. DM either of us to chat and see if process can help. https://lnkd.in/gW6J_t2X gets you on the magic email list.

3 years ago, I sold my #msp. I definitely wasn't perfect. My books were clean. Had great clients. Had some systems. And an amazing #team to support me. BUT ... #sales was a day at the casino. Unpredictable pipeline Rollercoaster results and a lot of frustration. When I dug into it, I found issues. Learned. Practiced like a crazy obsessed person. I got better. I found that process makes sales predictable. Approaching every conversation the same way made it easy to improve, reflect, and optimize. Training helped me understand why results occured. I had the skills to pivot, adapt, and overcome challenges and objections. Coaching relieved the frustration. Having someone walk alongside me gave me the space to breathe and get back up off the mat when I took a body blow. Process, Training, and Coaching. Those three pieces are the core of what Carrie Lynn R. and I do at Fox & Crow Group. = If you're wondering why your pipeline didn't close, sales outcomes feel like playing Russian roulette, or are throwing your hands up and saying "F*** this".... I get it Shoot me a DM and let's chat. We talk sales in our newsletter. You can sign up at https://lnkd.in/gW6J_t2X

The key items you need to consider when #prospecting for your #msp

Hoping to close some year end deals for your #MSP? Try this three step framework for successful #proposalmeetings Try the #MSPSalesProcess for 30 days on us - DM me for a code. Check it out here: www.mspsalesprocess.com

Stop spending $10s of dollars on oversized stuffed animals, steal Liongard's instead! Heh, in all seriousness... Tradeshow season might be over, but Carrie Lynn R. and I are planning our 2025 Fox & Crow Group marketing calendar right now! ✔️Where are we going? (First up, Costa Mesa, CA with the team at ASCII!) 🤝Who are we doing co-marketing with (MSP CFO here's looking at you, kid) 📆and in what quarter (Q1... probably should schedule those webinars now that I think about it) 📣What's the messaging we're narrowing in on each month (spoilers: #sales and #msp, who would have thought) 🪩As well as updating some key properties, like web messaging (woo Jane Kisnica and Alfie Brown!) 🦀 We're also planning for later in the year activities (including some spice, right Dean Trempelas?) The big thing is making our PLAN actionable. Big things happen in small steps. So, what small steps are you taking to make 2025 the best year ever? = Those I'm tagging, I'd love to get a lot of knowledge in the comments. Matt Lee, CISSP, CCSP, CFR, PNPT, Kat Lee, Tracie Orisko, Jason Slagle ✂️, Taher Hamid, Ken Patterson, Scott Cooley, MLS, Zibeon "ZB" Serrato, Zack Bower, Walter Crosby, Paul Redding, Tara Rummer Come on in, share a hint, and tag someone who can shed wisdom

Happy Thanksgiving, online friends. I'm grateful for this one. Who always shows me what the world could be, versus what I kept telling myself it was.