That's the topic of my latest SOP video:
Many managed service providers try to do this and find themselves slipping into a sales meeting. You can schedule sales meetings another time. This should be all about what's new, what's changed, and what's planned at the client's office.
Once you know where the client's business is going, you can help them to make good decisions about technology. That makes you so much more than the "Tech."
More info in volume four of the Managed Services Operations Manual. www.sop4smb.com
Thanks Karl. We try very hard to do these separately from any sales; I don't even talk price at these meetings. For about half our clients, we get annual meetings. The other half can't get past thinking that not planning will save them money. That is the real hurdle here. But nice, concise presentation here.ReplyDelete