Host: Wim Kerkhoff
Guest: James Davis
SUMMARY
Project management in the MSP space, including lift and shift vs transformation projects.
- James Davis notes that many MSPs are struggling with managing projects due to a lack of framework or structure, leading to confusion and issues with lift and shift versus transformation projects.
- James believes that practical experience in identifying the right people and process side, as well as learning the technology, is more important than university degrees for success in the MSP space.
- James Davis highlights the difference between "lift and shift" and "transformative" projects, emphasizing the importance of understanding the client's needs and expectations.
- Davis notes that failing to frame these projects correctly from the start can lead to costly and time-consuming follow-up efforts.
Digital transformation and Microsoft 365 implementation.
- Wim Kerkhoff highlights the need for a cultural shift in the IT industry, moving away from a reactive, "keep the lights on" mentality towards a more proactive, consultative approach.
- James Davis-SLO APAC agrees, emphasizing the importance of understanding a client's business strategy and motivation, and involving the right people in the sales process to get them excited about the transformation project.
- James Davis and Wim Kerkhoff discuss the challenges of implementing Microsoft 365, including the need for consultative skills and knowledge of Azure AD and other technical aspects.
- The speakers acknowledge that there are gaps in their skills and training, and Microsoft provides training resources but still requires workflows to be built and project management skills to be developed.
Embracing project management mindset in MSP engagements.
- MSPs need a business mindset to succeed in project management, not just technical skills.
- Davis warns of losing recurring revenue due to lack of transformation project delivery.
- James Davis suggests charging for the discovery process in consultative projects, as it's consulting work that requires understanding the client's business.
- He proposes a retainer model with billing in phases, estimating $15,000 for discovery and charging by the hours for the work done.
MSPs' role in digital transformation and security.
- Wim Kerkhoff and James Davis discuss the challenges of selling digital transformation services to MSP clients, including the need to adapt to their specific goals and buying journey.
- Many MSP owners are looking towards exiting their businesses in the next 3-5 years, and COVID has accelerated the shift to cloud-based solutions, making digital transformation more urgent for many companies.
- James Davis highlights the importance of technology in business transformation, particularly for Millennial leaders who prioritize enablement and growth.
- He emphasizes the need for MSPs to adapt to changing client needs, focusing on both security and business enablement, rather than prioritizing one over the other.
Transforming MSP businesses for long-term success.
- Wim Kerkhoff highlights the opportunity for MSPs to help clients transform their businesses, but notes that it's a significant challenge that requires a transformation of their own.
- James Davis - SLO APAC agrees that the talent pool is small in countries like Canada, Australia, and New Zealand, and that MSPs must adapt to run smarter and do more with less.
- James Davis emphasizes the importance of understanding client needs and building a valuable business for the long term in the face of industry disruption.
- Wim Kerkhoff suggests hiring someone with a combination of technical and interpersonal skills to navigate the complex landscape of SAS tools, auditors, and CRMs.
- Wim Kerkhoff and James Davis-SLO APAC identify two types of successful MSP owners: experienced tech professionals with soft skills and business acumen, and operations/business managers with an interest in technology.
Finding the right talent for digital transformation.
- Wim Kerkhoff and James Davis discuss the challenges of building a consulting business, including finding the right people with the right skills and building a client base.
- They also mention the importance of adapting to changing technology and processes, and leveraging synergies with other businesses.
- Wim Kerkhoff and James Davis discuss the potential for older MSP owners to find part-time work in digital transformation projects, with a focus on people skills and business experience.
- James Davis predicts that there will be a lot of MSPs up for sale in the next 3-5 years, with owners looking for non-running a business but still wanting to work with people and technology.
Curious about how TopLeft integrates with your PSA? Schedule a call now: https://www.topleft.team/schedule-demo