Juan Fernandez: Your Questions Are Horrible
Juan Fernandez of MSP Growth Coalition on discovery questions and profit. The episode, which introduces him from SuperOps, is about solving the client’s problem instead of pitching a list of services. He built a $20 million MSP in six years.
- → Solve the problem instead of pitching the service list
- → Discovery questions that reach the real issue
- → Profit as a design choice, not an afterthought
- → Price, cost, and the service you can actually deliver
What You’ll Learn From This Episode
“We sell ourselves this dream of everybody needs IT. That’s the first fallacy...I learned a lot of lessons on that...”
Juan Fernandez“It’s a death of a thousand cuts in a house of mirrors, right?...Your team hates it...if your employees are leaving, they don’t see themselves being successful in this time because you’re not built for their success.”
Juan Fernandez“There’s a cost of doing business, and there’s a cost of doing good business...if I drop my price, my cost of service and support, I can’t give you this high level of service and support as a business, because then I would be out of business.”
Juan FernandezJuan Fernandez
Juan Fernandez
MSP Growth Coalition
Juan Fernandez built a $20 million MSP in just six years, authored several industry handbooks, and now drives innovation at SuperOps where he’s tackling the ’death by a thousand cuts’ problem that plagues so many growing MSPs.
Connect with Juan on LinkedIn →Mentioned in This Episode
Ready to Unlock Revenue From Your Existing Clients?
See how Salesbuildr’s whitespace analysis turns the strategies from Harvest into a repeatable, automated process.
Book a demo