mspoperations

Explore "mspoperations" with insightful episodes like "Abe Garver Focus Investment Banking - Inflation may be rising but so are Valuations Final", "Jamie D'Agostino Netology "The Risk You Take When Going Outside Your Contract"", "Ross Brouse, Continuous Networks "How to lose $200K on a salesperson and win!"", "Tim Schmitt, Switchfast "Taking Big Risks When Facing the Adversity"" and "Roundtable Discussion: Selling Large, Service Models, and Peer Groups" from podcasts like ""MSP Business School", "MSP Business School", "MSP Business School", "MSP Business School" and "MSP Business School"" and more!

Episodes (5)

Abe Garver Focus Investment Banking - Inflation may be rising but so are Valuations Final

Show Website: https://mspbusinessschool.com/

Guest
Name: Abe Garver https://www.linkedin.com/in/abegarver/
Company: FOCUS Investment Banking https://focusbankers.com/

Hosts
Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge...
Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com

In this episode, Abe Garver joins us today at MSP Business School. Abe Garver is the Managing Director and MSP Team Leader of Focus Investment Banking.

01:00 – Brian asks one of the most important questions: "What does that mean to a market that relies on capital to make acquisitions? " He knows that we've been attending trade shows, discussing MSPs, and speaking with other buyers in the marketplace. There are lots of buzzes around where mna is going during perceptional are becoming somewhat inflationary times there I say recessive times as well. How do those affect valuations, then?”

07:04 – Abe states that there is so much competition that he has a merger of equal platforms that will be completed soon.

11:50 – Abe mentions that he increasingly sees a competitive advantage to call potential clients and informing them that he has sixty-five nondisclosure agreements (NDAs) from all of these buyers for this assignment, which will encourage serious bids from prospective buyers.

13:58 – Robb asks Abe, "That the MSP or buyer who lost three times kind of changed up their plan on the fourth time, what did they kind of change to make themselves more attractive?" Beyond simply changing the procedures to help themselves rise and secure that agreement, what else did they do globally?”

17:33 – Robb and Tim both agree with Abe. They are aware, from the perspective of the buyer, that there are many subtle similarities between MSPs in terms of excellent client service, responsiveness, and communication.

22:57 – Abe says that there are over 600 organizations in the peer groups that meet quarterly in Phoenix, Dallas, Denver, and Orlando who claimed that IT Nation Evolve peer groups are the finest in the country at producing the top MSPs. Basically, fifty peer groups of principals are in between parts of their six hundred.

30:26 – Brian adds that from a valuation standpoint, organic growth trumps acquisition and bolt-on growth, which is something that MSPs should keep in mind. The focus should always be on the service and delivery engines, but make sure that the sales engines are primed.

enDecember 20, 2022

Jamie D'Agostino Netology "The Risk You Take When Going Outside Your Contract"

Jamie D’Agostino is the Founder and CEO of Netology, an MSP out of Stamford, CT. Having been in business for nearly two decades, Jamie is no stranger to the various types of specific and individual requests MSPs encounter.

In this episode of MSP Business School, Jamie shares an example from his own life about the importance of setting defined boundaries with your clients.

1:50 – Jamie gives us some background on Netology and how they’ve operated for the past 18 years. He talks about the changes he’s seen in the industry, specifically around the conversations he’s had with potential clients in recent years, and gives us some insight into which partner vendors he sees the most referrals coming from.

7:28 – We talk about the changes the pandemic has had on Netology, including both the negative and positives impacts. Jamie shares that it was a very busy year for them, and that although several of their clients experienced downsizing, they weren’t too negatively affected because of the heavy load of projects they’ve been completing.

15:53 – Jamie tells us about an account he recently lost that had a major impact on his company. He lays out the difficulties they had with this particular client, sharing that the revenue wasn’t worth the amount of extra work they were being asked to do. Jamie and the hosts discuss the importance of boundary setting within a contract, and the even greater importance of keeping those boundaries.

21:14 – We wrap up the episode with a discussion about the parallels between client relationships and romantic relationships, and the telltale signs that a potential new client may not be the best fit. Jamie leaves us with a reminder to take it easy on ourselves, and urges us to remember that even though we’re coming out of the pandemic, it’s been a very tough year on everyone.

enMarch 23, 2021

Ross Brouse, Continuous Networks "How to lose $200K on a salesperson and win!"

Ross Brouse is the president and COO of Continuous, an IT company specializing in “making IT personal.” As someone who’s always curious about how things work, Ross shares his experience with the delicate balance between being involved in all aspects of your company and trying to control every outcome. He gives us a glimpse at how the DEY (Do Everything Yourself) approach taught him some very valuable lessons about the importance of letting go and trusting your team.

1:36 – We talk with Ross about his path to the MSP world, how quitting a job was the best decision he ever made, and why flexibility matters when it comes to your MSP’s operations and offerings. Ross also shares his journey from film school to IT, and how running an MSP is incredibly similar to making a movie.

6:16 – We discuss the things that make Continuous unique, and how their team managed to shift from the commodity world to the consulting world. Ross also shares how Entrepreneurial Operating Systems changed the way he approaches everything about the company – not just with clients, but internally as well. Ross tells his engineers that they are “80% psychologist and 20% technologists” and that as long as they keep that in mind, they’ll do the right thing.

10:45 – Ross shares a story about how losing $200K on a single salesperson was the wakeup call he needed in order to finally get the company’s sales and marketing on track… and how to avoid that mistake yourself.

20:30 – Ross explains how consistent discipline and owning responsibility for every success and failure at the company helped him break out of the cycle of control and ultimately find growth and success.

23:13 – Ross updates us on how this mindset shift and pivot are going, and leaves us with parting thoughts about growth and change.

enMarch 09, 2021

Tim Schmitt, Switchfast "Taking Big Risks When Facing the Adversity"

n this episode, we talk with Tim about the strategies Switchfast employed to keep business growing through the pandemic, focusing on the importance of improving current client relationships. He walks us through the M&A process that contributed heavily to the company’s growth, pointing to the methodical due diligence of Switchfast’s CEO as the number one reason for its success.

enFebruary 25, 2021

Roundtable Discussion: Selling Large, Service Models, and Peer Groups

In this episode we recap some of the highlights from our past 5 guests. As experts in the field we have seen that each has their own approach in achieving success. Robb, Tim, and Brian discuss hat they learned and share their opinions on whether they agree or disagree.

We start with a discussion that centered around discussions with Craig Skevinington and Matthew Bookspan. Each has experienced a large, game changing sale and each shared with us what it took to win the deal. The biggest takeaway we learned as each put in about 100 hours of business development time to win the deal. We discuss the tactics you need to take to win a big deal and how it is not for the faint of heart.

We also talk about service models and whether of not a dedicated resource model trumps the pod model for providing support to your key clients.

We close with a discussion around peer groups and how they have helped most of the experts we met with and what they have done for our own businesses'.

enAugust 20, 2020

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mspoperations

Episodes (5)

Abe Garver Focus Investment Banking - Inflation may be rising but so are Valuations Final

Jamie D'Agostino Netology "The Risk You Take When Going Outside Your Contract"

Ross Brouse, Continuous Networks "How to lose $200K on a salesperson and win!"

Tim Schmitt, Switchfast "Taking Big Risks When Facing the Adversity"

Roundtable Discussion: Selling Large, Service Models, and Peer Groups