Tag: NCA

The MSP X-Factor | IT Glue
May 20, 2020

The MSP X-Factor

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Do you have the X-Factor, that secret sauce that elevates what you’re serving to an entirely new level?

Post Corona World for MSPs
March 18, 2020

Life Changes Fast: How to Think About the Post-Corona World

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The coronavirus pandemic has forced businesses to reconsider their priorities. If you understand how these priorities have shifted, and what these new problems are, you’ll emerge from this in high growth mode.

5 Tips to Shift the Conversation Away from Price | IT Glue
October 29, 2019

5 Tips to Shift the Conversation Away from Price

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Focusing on price starts a downward negotiation that doesn’t accurately take into account the value of your MSP. Follow these tips to frame the conversation to your benefit.

Value Conversation Part 5: Creating Stack and Value Alignment
May 21, 2019

Value Conversation Part 5: Creating Stack and Value Alignment

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If you convince clients that you offer genuine value, you must deliver genuine value, or risk losing those clients just as quickly as you acquired them. As with anything worth doing, it’s more work than you think.

The Value Conversation Part 4 How to Measure Your Effectiveness | IT Glue
May 15, 2019

The Value Conversation Part 4: How to Measure Your Effectiveness

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When your clients want to talk price, and you want to keep the conversation focused on value, one of the best ways to do that is by talking about the key metrics that your clients care about, and where you just happen to excel.

What Does Value Look like to SMBs?
May 07, 2019

The Value Conversation Part 3: What Does Value Look Like to SMBs?

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You can have the best service offering of all time, but if it doesn’t solve specific problems for your clients, they’re not going to see the value in it. So before you get caught up in what value looks like to you, pay attention to what value looks like for your clients.

The Value Conversation Part 2: How to Convince Your Clients You Add Value
April 30, 2019

The Value Conversation Part 2: How to Convince Your Clients You Add Value

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It’s not enough to talk the talk, you’ve got to walk the walk. In other words, your clients don’t just want to hear about the value you add, they want to see the value you add.

The Impact of Brexit on MSPs
April 25, 2019

The Impact of Brexit on MSPs

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At the time of writing the status of Brexit is uncertain. While we here at IT Glue cannot force the politicians to remove this uncertainty altogether, we can provide some advice as to what the issues are going to be for you, especially in light of a no-deal Brexit.

The Value Conversation Part 1: How do You Add Value for Your Clients?
April 23, 2019

The Value Conversation Part 1: How do You Add Value for Your Clients?

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In order to have easier conversations with your clients and prospects, you first need to have a tough conversation with yourself. You need to understand how, precisely, you add value.

Using Documentation to Nail Your QBRs
April 09, 2019

Using Documentation to Nail Your QBRs

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When it comes time to sit down with your clients for the quarterly business review (QBR), your documentation has everything you need in order to deliver productive, transparent, and insightful conversations that strengthen your customer relationships.

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