Having worked with thousands of MSPs and Continuum partners, there is one area that poses consistent difficulties as these providers attempt to grow their businesses: How to transition from a firm that is built primarily on connections and referrals to a business with a proactive sales model.
Because most managed IT services practices are started by talented and driven technical people, making the turn into a commercial entity can be daunting. But to truly ignite business growth, owners must make this shift.
The first step: Get a plan for how you’ll transition from an organic, referral-based model to a proactive, sales-driven model.