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3 min read

Why your Clients Avoid Meetings - Part 2

By Adam Walter on Oct 17, 2022

Last week, we discussed the issue of clients who are seemingly always avoiding their meetings with you. This week, George Miller is joining us again as we get further into the topic and share solutions for MSPs to have better meetings with their clients.

To ensure you’re going to have a great meeting with your client, the one thing you really need to prioritize is knowing the person that is going to be sitting across the table from you. What’s important to them? What are their key initiatives?

Topics: MSP QBR Quarterly Business Review Client Success Humanize Podcast
4 min read

Why your Clients Avoid Meetings - Part 1

By Adam Walter on Oct 10, 2022

Are you trying to figure out why your clients regularly avoid meeting with you or constantly reschedule just to doze off when the meeting actually occurs? This week, Humanize IT invited fellow PitchIT contestant George Miller to join us in discussing this head-scratching topic. George is with the cloud software company Cloud Readiness and has a 40-year background working with MSPs. Throughout his experience with MSPs, he’s been a part of a great number of meetings, and he has learned quite a bit about how to make your client meetings successful and engaging.

Before we dive into the “how,” let’s talk about the “why.” Why do your clients avoid your meetings, and what is it that makes meetings so dreadful?

Topics: QBR MSP Marketing Quarterly Business Review Humanize Podcast
2 min read

Power of Physical Presence

By Adam Walter on Oct 3, 2022

Let’s admit it. Those of us in IT tend to be reclusive. It’s in our nature to “avoid” seeing the customer and instead do our work at our desks - after all, it’s where are able to accomplish the most. However, let’s consider stepping away from our desks and seeing what we can accomplish when we choose to be present with our customers.

The power of physical presence is severely underestimated in the world of IT. You’re still able to get just as much work done whether you’re present with your customers or if you’re at your desk in your office - the key is to change the perspective of your to-do list.

Topics: vCIO QBR Quarterly Business Review Humanize Podcast
3 min read

Power of Collaboration

By Adam Walter on Sep 26, 2022

We’re all passionate about something. At Humanize IT, our passion is helping MSPs have better conversations - not presentations - with their clients. Imagine how much better an individual’s passion for something could be if they collaborated on it with others.

Collaboration is key to discovering new ideas, improving concepts, and bettering discussion. You have to remember that you’re not the only intelligent person in the room. When you are willing to collaborate with other smart individuals in the same room as you, you are able to create an even better product than if you were to attempt it on your own. If you were to decide to take the venture alone, you would be left with only your own ideas; we don’t even want to think about all of the value lost if you chose to not receive input from others.

Topics: vCIO QBR Quarterly Business Review Humanize Podcast
2 min read

Stop Wasting Words: Part 2

By Adam Walter on Sep 19, 2022

Last week, we introduced the concept of “wasting words” and discussed the ways that people are being wasteful with their language. This week, author Sean Mahar joins us again to address how people can have better conversations and stop wasting their words.

You’ve explained the idea of wasting words to your employees, but how do you actually change their mindset about conversations? It can be difficult to adjust your conversation tactics so that you are talking with people rather than at people. Instead of talking at people, try to accomplish something with your conversation. This is your opportunity to make a difference.

Topics: Strategic Leadership Client Success Humanize Podcast
2 min read

Stop Wasting Words: Part-1

By Adam Walter on Sep 12, 2022

This week, author Sean Mahar joins us to discuss the concept of his book, Stop Wasting Words: Leading Through Conscious Communication. What does it mean to waste one’s words, and what are people doing (or perhaps saying) to make their words wasteful?

If the idea of wasting your words is hard to grasp, try thinking of your words as your time. You surely wouldn’t be wasteful with precious time, and your words are no different. If a loved one were reaching their final moments, would you spend this time with them chattering about trivial and unimportant matters? Absolutely not! You would pour out words that are meaningful and touching. Doing this is important in far more life aspects than simply when it’s time to say goodbye to a loved one. Being intentional about using meaningful words has an effect on your relationships - both personal and professional - as well as your success.

Topics: IT Sales Person Managed Services Providers Humanize Podcast
3 min read

It’s the Little Things

By Adam Walter on Sep 6, 2022

As an MSP, you’re going to have moments when you mess up. There will be times when you forget a project or miss a deadline. Have you built up enough goodwill with your clients that in these instances, they’re going to tell you that it’s okay?

Let’s paint the picture using chips. Your client has a bag that, anytime you do something nice for them or perform a favor, a chip gets placed in the bag. Eventually, you’re going to withdraw chips from that bag when you need a favor of your own - but what happens when there are no chips in that bag? Well, the bag is likely to be thrown at you.

There are some people that are constantly doing nice things for other people, though they never spend the chips they earn by asking for favors of their own. They’ve built their business and are unaware of how to ask for help due to being too independent. It’s important to not only collect chips, but to spend them, as well. You must have a flow of exchange in order to develop a mature and productive relationship with your client.

This is where the little things come into play.

Topics: IT Account Management Disruptive MSP Technical Account Manager
2 min read

Automated Pentesting and Profit: Part 2

By Adam Walter on Aug 29, 2022

Last week, we discussed pentesting and why it’s important. This week, we are going to dive into how MSPs can utilize automated pentesting to generate higher profit margins.

Pentests have never been so accessible in terms of a price point and turnaround times, making it a valuable tool to add to your security tech stack as an MSP. However, you’re already as busy as it is - despite the revenue that an automated pentest can generate, you just don’t have the time to implement it into your offerings.

This is where a third-party consulting firm comes into the picture. They will advance your security stack to include pentesting, which ultimately attracts businesses who are interested in improving their uptime.

Topics: Disruptive MSP Implement New IT Services IT Security
2 min read

Automated Pentesting and Profit: Part 1

By Adam Walter on Aug 22, 2022

Vulnerability assessments and penetration testing - more commonly known as pen testing - play a huge role in cyber security, something that is more important than ever. According to a report by Dark Reading, businesses suffered a 50% increase in cyberattack attempts per week in 2021. This huge increase should alert all business owners to ensure their networks are adequately protected.

To more efficiently help business owners do just that, there have been some drastic changes in the world of vulnerability assessments and pen testing. Here are some of those key changes, and why you should care.

Topics: vCIO Win New Clients IT Security
2 min read

Rebranding Humanize IT

By Adam Walter on Aug 15, 2022

Humanize IT - The new face of Managed Services Platform

The landscape of your business will continue to shift and change throughout the years. You may find that the vision and mission you started with have morphed into something new. Any successful company knows that its business is constantly evolving. Change is to be expected.

In 2013, Managed Services Platform set out to deliver client success by creating a platform to empower operations through personal connections. Four years later, we partnered with Virtual C with the mission to help young companies navigate the sometimes tumultuous seas of running a business. Yes, there have been changes, but one aspect of our journey has remained consistent - humanizing the IT experience. Humanize IT.

Topics: Humanize Podcast
2 min read

Dimes, Dollars and Profit

By Adam Walter on Aug 8, 2022

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd
Youtube: https://youtu.be/fjYb1uKnNNQ

Dimes, dollars and profit. Put away every dime you make and save it for the future. It’s an idea we’ve all heard and are eager to follow because it usually makes more sense to save every penny. But the truth is that stashing money away will never lead to making a profit. You’ll start making money when you prioritize where to spend your time, making human connections and even where to spend your money.

In the corporate world, it’s not unusual to find oneself doing nothing and still making money. But as MSPs, we don’t have that luxury. We have to keep things moving, provide solutions for our clients and, most importantly, have conversations.

We’ve all found ourselves in those meetings - the kind that can last for hours and take up huge portions of the day. Meetings are important. It allows us to sit down and hammer out all the kinks that may be holding us up and plan for the future. But if these happen too frequently, you’re spending money paying your employees to sit in, they’re losing out on the time where they could be helping your clients and you are losing opportunities for more client engagement. Again, meetings have their place and purpose. However, it is imperative that you prioritize topics of discussion to ensure that you’re spending your time and money wisely.

Sales are important. It’s what keeps your business growing and makes your money. But when you walk into a meeting with a potential client, you’re not just selling your product or services. You’re selling your story, listening to theirs, and aligning them so that you can both be excited about your venture together. Make your client engagement memorable. Get to know them. Take them to dinner at their favorite restaurant for your next quarterly meeting. Host an event where your new and existing clients can get together and have fun! Customers are more likely to do business with you if you have taken the time to engage with them. When they know you understand their mission and are passionate about the value you bring to their success, you can continue cultivating a lasting relationship, even if your competitors have lower prices.

In the tech world, we tend to be service driven. We have a task or goal and work to get the job done. We focus on the operations and forget about the human element that drives people to want to do business with us. Balance operations and the time you take to engage with customers and staff. The personal touch is guaranteed profit. Your staff feels heard and valued and your clients know that you are invested in their mission. Make sure you are someone that you would do business with, someone you want to work for.

Turn your dimes to dollars and start making a profit! Human engagement with both your clients and your staff will drive up your revenue and make your work enjoyable for everyone involved.
yone involved. 

Topics: IT Sales Person MSP Pricing IT Business Development Humanize Podcast
2 min read

Gap analysis for profit

By Adam Walter on Aug 1, 2022

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd
Youtube: https://youtu.be/jSRDaSpEdBw

When reviewing a gap analysis with a client, we often come off as the person on a terrible first date. Instead of conversing with our clients, we sit down and point out all the wrong or missing things. No one wants a date like that, and your clients are no exception.

A poor approach to gap analysis can hurt your business and the relationship you are trying to build with your customers. Of course, you need to do a gap analysis for your clients. It’s part of what helps you understand the goals of their business and how you can help. However, if you can’t align your findings with the needs and values of your client, you’ll find yourself getting nowhere. When approaching your client with your analysis, it’s not your thorough, super detailed report that will catch their attention. It’s understanding your client and the value you bring to the table. When your clients come to the same understanding, you stop becoming a nag with the same repetitive concerns. You become a partner and an asset.

Talk to your clients about their business. Make it a point to understand what aspects of your gap analysis are most valuable to their operation. You may have a lengthy list of items that need to be addressed, but not all of them are things your client will care about. Let them know how your gap analysis helps them run their organization and generate profit. When you take the time and effort to have a conversation with your customers, you start to build trust, which will, in turn, open up more opportunities for you!

There will be gaps that your clients will not understand. This is not a foreign concept to those of us in the IT world. We have language and lingo that a layperson does not use. While this can be a challenge, you should take this as an opportunity to showcase what you have learned about their business and how your gap analysis pertains to their success. Educate them as to why your services are needed. Prioritize the things that are most important to them. This is not you being a salesperson. It allows for a customer-led strategy! Your customers have the chance to do the work for you by prioritizing what risks need the most attention. Then let them know what future steps you can take to improve things in the future. It’s a win-win scenario!

Remember, you do not know every gap in your customer’s portfolio. When a client seeks your services, you are often given a small window of insight that usually only pertains to IT. Make an effort to build rapport. It will help you prioritize the gaps that need the most attention, and your client will start to trust you to make decisions. Again, this allows you more opportunities to expand your services and build a business relationship that can last decades.

Gap analysis doesn’t have to be boring and repetitive. Use it as a tool to strengthen your business relationships and turn them into a profit!

Topics: Demand Generation for IT Companies Technical Account Manager IT Security
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