Key points when competing for an IT Managed Service Provider (MSP) contract

I have just completed a search for an IT MSP for our firm. Since it was the end of the year, the urgency was higher as the new IT partner needed to be on board before the end of the quarter. Based on the communications I had with a wide range of IT providers I have a few points of advice that I can give to an IT MSP that might be of help during the recruiting process.

1. Make sure to be prepared for the initial meeting. And by prepared, I mean don’t rely just on your sales person’s skills because I am not shopping for a painting. It is not important to me how great your company sounds but what specific services you have to offer. Therefore, it is a great advantage if an engineer from the IT Company accompanies the sales person.
2. Be very professional through the entire communication process and don’t put conditions on how the meetings should go and whom you should meet with. Furthermore, do not think at any point of time that you have won the customer until you actually have the signed contract in front of you. Also, when there are follow up calls, make sure to be proactive and try to collect all the possible information on what additional services the customer might need.
3. Don’t be bitter! Understand that there is only one company that lands the contract and fourteen others that don’t. Be professional about it and use the introductions to that potential customer, especially if it is a Venture capital firm with portfolio of expansion stage companies. Despite the fact that your company was not chosen, it is very likely that the venture capital firm will refer the management teams of its portfolio companies to your services, if they need to recruit an IT MSP.