In this engaging session, Brian Doyle delves into the art of conducting effective Technology Business Reviews (TBRs) for MSPs. With insights drawn from his years of experience, Brian highlights the top five mistakes to avoid in TBR delivery, ensuring that these interactions build stronger client relationships and drive business value. Through this coaching session, Brian equips IT professionals with actionable strategies to improve their client communication and presentation techniques. Brian outlines the critical importance of assembling the right stakeholder mix in TBR meetings, emphasizing roles such as financial executives and line-of-business managers. He cautions against common pitfalls like inconsistent data presentation and overly technical jargon that can derail the effectiveness of these sessions. By articulating clear business-to-technology alignments, Brian underscores how MSPs can transform TBRs into strategic planning opportunities that resonate with clients' business drivers and objectives. The session is not just about troubleshooting; it's about paving a path for effective engagement with key decision-makers and enhancing the consultative value offered to clients. These insights are vital for any MSP looking to solidify their position as a trusted advisor in the eyes of their clients.

Key Takeaways

• Stakeholder Engagement: Successfully conducting TBRs requires engaging the right mix of stakeholders, including C-level executives and line-of-business managers, to ensure comprehensive strategic alignment.
• Meeting Management: Establish clear agendas and maintain focus, preventing clients from derailing meetings with unrelated issues, thus preserving the session's strategic objectives.
• Consistency and Clarity: Deliver consistent, non-technical data across meetings to help clients track progress and understand the strategic value being delivered.
• Business-Technology Alignment: Clearly communicate how technology initiatives align with business goals, offering clients a straightforward view of potential ROI and strategic benefits.
• Leveraging Relationships: Cultivate relationships with decision-makers by positioning yourself as a partner in achieving their strategic priorities.

Show Website: https://mspbusinessschool.com/

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, Brian Doyle dishes out a raw and insightful exploration of business reviews within the MSP industry. Addressing a trending topic on LinkedIn, Brian questions why strategic business reviews are suddenly being regarded as novel. By revisiting the foundational purpose of Business Reviews, he seeks to realign them with their intended strategic nature. Through this episode, Brian emphasizes how MSPs can harness effective roles such as VCIOs, account managers, and customer success reps to better execute these reviews.

Brian discusses the importance of establishing strategic business reviews that prioritize client outcomes over mere sales efforts. He highlights how a truly strategic QBR can transform client relationships, enhance retention, and open avenues for new revenue opportunities. Throughout the episode, Brian reiterates the critical role of VCIOs in marrying technical insights with business strategies to deliver meaningful value to customers. By focusing on understanding a client's goals, challenges, and overall business objectives, MSPs can create and present tailored roadmaps that align with strategic initiatives.

• Strategic business reviews should focus on client outcomes and long-term goals rather than solely attempting to drive immediate sales.

• The roles of account managers, customer success reps, and particularly VCIOs are crucial in conducting effective strategic business reviews.

• A successful QBR involves understanding the client's business challenges, goals, and aligning proposed solutions with these strategic objectives.

• Consistently delivering fresh insights and updating meeting cadences can revitalize client engagement and involvement in their business reviews.

• Demonstrating risk, ROI, and the tangible benefits of proposed projects can significantly reduce sales friction and enhance client decision-making processes.

Show Website: https://mspbusinessschool.com/

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Sponsor vCIOToolbox: https://vciotoolbox.com

In this insightful episode, Brian Doyle leads a detailed examination of VCIO and fractional VCIO services, much to the benefit of Managed Service Providers (MSPs) looking to expand their leadership roles. By delving into strategies that elevate MSPs beyond standard practices, Brian showcases how these roles fulfill a crucial need for innovation and cybersecurity adherence in businesses lacking internal CIOs. Throughout the discussion, he shares how fractional VCIO services present new opportunities for MSPs to charge for deeper strategic services.

Through the lens of his extensive 17-year experience in the MSP industry, Brian reveals the pitfalls MSPs often face by offering comprehensive VCIO services without sufficient compensation. By detailing the distinctions between traditional technology business reviews and the strategic integration potential of fractional VCIO, Brian provides a roadmap for MSPs to enhance their customer relations while capturing new revenue streams. He also explores the importance of understanding client operations and the collaboration required across all organizational levels to effectively implement these services.

• VCIO as a Service Benefits: Discover the essential role of VCIO and fractional VCIO services in bridging strategic leadership gaps within businesses, pushing beyond typical QBR obligations.

• Monetizing Strategic Services: Brian explains how MSPs can successfully transition from free service delivery to a revenue-generating fractional VCIO model.

• Customer Engagement and Strategy: Learn how to engage with key customer stakeholders across varying levels, ensuring alignment of technology strategies with business objectives.

• Building Effective Packages: Insights into creating tiered service packages that scale with client needs, potentially unlocking new revenue for MSPs.

• Common Pitfalls: Guard against common errors in providing uncompensated services, ensuring profitability while maintaining high-value client relationship

Show Website: https://mspbusinessschool.com/

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Sponsor vCIOToolbox: https://vciotoolbox.com