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February 2, 2016

Engage New Clients with These 5 Tips

Adam Slutskin
Chief Revenue Officer
ConnectWise, Inc.
5 Tips to Engaging New Clients

Often small and midsized businesses (SMBs) outsource all or part of their IT needs to a managed service provider (MSP). Below are 5 ways to successfully engage with new clients:

1. Take the time to get to know your new partner.

To be a great MSP, begin by establishing sound relationships with new partners. This is the most important precursor to successfully building a future as their trusted IT support resource.

Ask questions to develop a deep understanding of your customer’s IT needs, processes, workflows, and goals. What tools have they been using? What’s working for them and what’s not? Be especially attentive to any specific concerns they may raise.  Clearly establish what you plan to build and how it aligns with their goals.

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2. Establish trust with existing IT employees, and act as a virtual Chief Information Officer (vCIO).

You’ll want to work with any established technology executives within your partner’s company to avoid causing tension around job security. Keep them in the loop as an integral part of the process.

If your new partner doesn’t have any techs on staff, work as a virtual CIO to discuss how your expertise can help their business achieve its IT goals.

Above all else, ensure all roles are clear to prevent overstepping your bounds within the organization you are becoming a part of.

3. Communicate with your partners on a regular basis.

Outsourcing IT functions allows SMBs to prioritize other aspects of their business. This doesn’t mean it’s wise to completely forget this newly forged relationship.

Make an effort to check in monthly or quarterly with your clients to keep the communication channels flowing and actions aligned with their growing technology needs. Communication is vital in maintaining trust and providing a high level of service to your partners.

4. Teach the security essentials.

Work together to take care of one of the largest and most often overlooked risks to SMBs: information security. There’s only so much you can do to protect your clients on your end.

Consider providing training resources to help your partners mitigate risks internally.  Securing their data through savvy technology management and employee training will provide the best possible outcomes in IT security.

5. Nip problems in the bud.

Encourage partners to address problems right away to keep things running smoothly.  Waiting too long to address an issue often leads to greater loss, so make sure your partners feel comfortable coming to you at the first sign of trouble. This will give you more time to troubleshoot and prevent any reoccurrence of issues.

To discover even more ways to begin and nourish successful partnerships with your customers, get your copy of 6 Tips to Managed Services Success.

Establish Successful Partnerships

Discover 5 ways to set yourself up for success as an MSP.

Adam Slutskin Chief Revenue Officer
ConnectWise, Inc.


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Establish Successful Partnerships

Discover 5 ways to set yourself up for success as an MSP.