Perry Ashby: Why Are You Still Chasing New Clients?
Perry Ashby of Urban Network has been running MSPs since 2003. This episode is about revenue from the clients you already have: account management, whitespace, and two kinds of client conversation.
- → Firm up current clients before hunting new ones
- → A small share of clients produces most of the revenue
- → Ask how the client makes money
- → Operational conversations and strategic ones
What You’ll Learn From This Episode
“The approach is to firm up what you’ve got, shut the back door so that people don’t walk out of it as you’re focusing on the front door. It’s a lot easier to sell to those clients than it is to go and hunt.”
08:30 · Perry Ashby“80% of your revenue is going to come from 20% of your clients. Absolutely stands true. So why don’t you look at your client base and see what they need. Talk to them, first of all, just talk to them.”
10:13 · Perry Ashby“One of the prime questions is that they need to understand is how does that client make money? It’s key.”
12:44 · Perry Ashby“Every single managed service provider out there probably does 100% of the operational tasks that we do. So how do you stand out? The goal is to sit in a strategic position.”
18:04 · Perry Ashby“Not all money is good money. Sometimes saying goodbye to a client, watch what happens in your business. 100%. Be public. Explain to the team why you’ve removed that client. It will pay you back 10x.”
45:39 · Perry AshbyPerry Ashby
Perry Ashby
Urban Network
Perry Ashby runs Urban Network and has been running MSPs since 2003. On this episode he talks about growing revenue from existing clients, through account management and whitespace, rather than hiring hunters for new logos.
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