All MSPs have “great” clients that pay hefty monthly fees but don’t require much engineering time to service their accounts. Conversely, MSPs carry “bad” clients whose agreements are underpriced due to the high ticket quantity, complexity, and frequency they generate.
In his 5-part series, CEO Larry Cobrin explains how MSPCFO’s CFO reports highlight both underserved and overserved client categories that lie hidden in ConnectWise and Autotask reports revenue totals and averages. He contends that MSPs should strive to convert both great and bad clients into “good” clients, elevating the bad ones into strong profit contributors and eliminating the flight risks posed by the great ones to assure revenue stability.
Whether “bad” agreements are the result of poor pricing or poor service delivery
How itemizing and detailing ticket types can create service efficiency
Whether “bad” agreements are the result of poor pricing or poor service delivery
How itemizing and detailing ticket types can create service efficiency
As Larry noted in the former post in this series, High-profit Clients as Much a Problem as Unprofitable Ones, profitability of clients has so much to do with the details. Not just what you are doing for those you serve, but how much time it takes and the tickets you spend time on – down to even hundreds of dollars of analysis every month. Don’t be overwhelmed, just understand how these small changes affect your profitability over time and how you can synthesize your effort across all your fixed fee contracts and agreements.
Making Tickets More Detailed Speeds Up Remediation & Stops Profit Drags Tracking service tickets as granularly as possible enables MSPs to quickly identify problem areas
The Key to Boosting and Sustaining MSP Profitability First, a caveat: assessing MSP client relationships should be done holistically. An underpriced agreement with a strong
Larry Cobrin Explains How Tickets Can be Costly and Actions to Take MSPCFO software uncovers the reason some clients contribute less than their fair share
Both Pose Threats to Your MSP’s Long-term Viability Even if your Autotask or ConnectWise reporting shows you are hitting your target hourly rate, you almost
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