Reframeyourclients

Radical growth in revenue and company valuation with the tools and processes to reframe your clients and start the MSP 2. 0 practice.

A couple of people kept asking us about our background, who we are, why we are doing RYC.

Here is the story….

Our Challenge

One of our companies is an MSP. We have invested to our former MSP, and integrated to our holding company.

Our challenge was that clients always needed consultancy for IT in general, but we did not have the right model to do it well. We have tried to incorporate the consultancy to the MSP high-end package, and we have tried to do T& M. None of them is working well.

But the pressure got higher because we have been witnessing the evaporating services on our MSP practice, and the client needs increased in IT management, vCIO, third-party-project management types of work, as the IT got more complex in terms of organization management.

7C Framework

For some other reason, we have created a checklist questionnaire. The aim was to sell our services better and set the stage for prospects. We have asked all the questions we knew they were lacking to be able to express the need to fix those areas.

We put some fancy structure around and score. Because we were able to grab seven words starting with the letter “C”, we called it "7C. (yes it is that simple : -) ).

reportWe started to send this to prospects and clients, and it was a total game-changer. We have created a small software around the questionnaire to support the analysis and things like that.

Everybody loved that. Because it was about business terms, it somehow demystified the IT. It collected all the necessary activities which the 40-200 seats company needed.

Reframing Your Clients

That time, with one of our other company, we have become a Country Developer for a General Management Consultancy methodology. This was a general company development framework with strategy building, organization, execution, and alignment.

The interesting thing was that it was a true 100% consultancy business, but it was a monthly recurring service model, a project for implementing the framework, then recurring service revenue to maintain it.

We got curious; if general consultancy was able to work out with a recurring service model, it must work with IT management, as well.

We have started to implement the principles of the general management methodology to IT. We have listed all the duties of a vCIO, from client discovery, strategy creation, quarterly planning, documentation, audits, vendor management, execution, communication, leading the internal users, IT admins, etc.

7c-canvas

We end up with a framework like ITIL for small clients, with implementation project and ongoing activities. We have put all this stuff into different packages, and we have started to offer it SEPARATELY from our MSP contract.

The kicker was that we had charged a lot for the implementation of the IT management framework.

maturityWe have modified our 7C questionnaire according the new services. So you could get 50 points for IT technology (measuring MSP maturity), and you could get 50 points for IT management (measuring vCIO maturity), for a total of 100 points.

Our value proposition was that we were able to get you from 28 to 75 in 6 months with the implementation of the framework. The CEOs got this measurement thing quite well.

That was the tipping point. We have more than doubled our size in nine months. We added several new clients; several new doors opened with the productized SEPARATED vCIO role.

We were able to acquire a client who had MSP but the vCIO part was weak. We have done more than a dozen “implementations. " The sell was not that hard, because the result was very tangible for the clients. (Everything goes to the software from strategy to roles, responsibilities, all the documentation, etc. ) Because they saw the results and the vision, they ordered the project. Then, to maintain every part of the IT management, they ordered the vCIO SEPARATE services.

Everything is coming from this story. We wanted to share our questionnaire, the scoring, the model, the pricing, and the packaging to the MSP community. Because we are running so many things at once (we are starting a pure MSP 2. 0 company in Canada with no MSP resources), this project always has been our pet project.

Along the way Autotask, and GFI saw an opportunity what we are trying to do. Both of them supported us in a big way to be able to move forward. Those guys are just awesome! ! !

We have pulled out a website, we have a handful of companies using our beta, but we are still working on to package it in the right way to be able to help other MSPs.