LETTER FROM THE CEO
Anything In Business You ’ re
Not Actively Working
On Changing ,
You ’ re Choosing
Everyone knows the axiom about the definition of insanity : doing the same thing over and over again but expecting a different result .
In consulting with thousands of MSPs on marketing — and , more specifically , how to make more money — I find that most who are struggling to grow , struggling to get more clients , or struggling to make a profit know why that is and are coming to me with the question of how .
Yet when presented with plans for how to correct their situation — plans that are proven to work as evidenced by example after example — they take no action . They ’ re too busy , too small , too overwhelmed , too broke , too whatever . They choose to stay exactly where they are , doing what they ’ ve always done , and therefore they get the same results .
The coach of a team that is down more than 20 points at halftime , with unproductive plays and nothing working , who comes out and tells everyone , “ We ’ re sticking with our game plan but will try harder ,” ought to be fired . And the owner who put that guy in place ought to have his head examined if he allows that guy to stay in the position he ’ s in and continue on with his failed , flawed approach . If you ’ re singing off-key , you don ’ t fix it by singing louder . Change the tune . Or the singer . Or both , but for goodness ’ sake , don ’ t keep singing .
Back in October , we held the Titans Awards to showcase and celebrate some of the winningest MSPs in our industry . True “ Titans ” who have risen above the masses in a big way . After interviewing them and spending a considerable amount of time with them “ off camera ,” I can tell you they don ’ t possess some secret sauce that only they know . They ’ re simply doing the right things over and over again , consistently well . If they don ’ t get the result they want , they change their people or their approach , but they never back off .
They are far from perfect and certainly have to deal with all the same roadblocks and obstacles we all deal with : people problems , financial problems , client problems , vendor problems , etc . They ’ re often overwhelmed and crushed with urgent matters they need to pay attention to while trying to figure out how to also spend time with the family and take care of themselves . Not easy — but they keep score and aggressively work to overcome . Every . Single . Day .
My hope with this award and the interviews I ’ ve shared is to showcase what is possible . Maybe you ’ re not looking to grow to a $ 100 million MSP — but the principles and actions they ’ ve taken are still absolutely relevant and can be applied to get you to $ 10 million , and who wouldn ’ t at least want that ?
As we roll into this New Year and you contemplate what you ’ ve accomplished and what you ’ ve learned , at least be honest with yourself . Are you indulging in insanity , doing pretty much the same things over and over again , maybe incrementally better , but still remaining very much in the same place you were last January ? If so , maybe it ’ s time to make better choices .
Those choices are likely to be tough to make . They are likely to be stressful and difficult . They might not make for a happier New Year , but I ’ ll bet they make you a more profitable one .
Sincerely ,
Robin Robins Founder And CEO , MSP Success
Robin Robins is the CEO and Founder of TMT . TMT is the parent company of MSP Success .