Are you avoiding conversations with existing customers while spending thousands hunting for new ones that might not ever close?

00:00 The confidence gap in MSP marketing

05:30 Intent data and customer interest tracking

11:00 Anti-stack approach to MSP services

16:30 Why QBRs fail and how to fix them

22:00 Communication frameworks that generate revenue

27:30 Stop wasting money hunting new clients

In this episode, Dave Sutton reveals why most MSPs lack confidence when communicating with existing customers and how this costs them substantial revenue opportunities. As a sales-first marketer with 10 years in the MSP trenches, Dave provides practical frameworks for harvesting business from your current client base.

We cover:

• Why MSPs avoid proactive customer conversations (and the real cost)

• How to position QBRs around business outcomes, not service reports

• The $15,000 new client acquisition cost trap most MSPs fall into

• Implementing intent tracking to identify hidden sales opportunities

• Why the vendor-created "stack" model hurts MSP profitability

👤 Guest: Dave Sutton, Founder of Wingman Agency

👇 Would you pay $15K for a new client when untapped revenue might be sitting in your existing base? Share your thoughts in the comments!

Are you offering pathetic $100 referral incentives and wondering why your clients never send you leads?

In this episode, Harrison Baron reveals why most MSP referral programs fail and how to create offers so compelling your clients feel silly saying no. Learn how to leverage your existing client relationships to predictably generate high-quality leads.

00:00 Introduction and misconceptions

05:30 Why most MSP referral programs fail

11:00 Creating irresistible referral offers

16:30 Using LinkedIn for targeted lead generation

22:00 Concrete strategies that convert connections

27:30 Implementation and measuring success

We cover:

• Why $100 referral incentives are insulting to your best clients

• How to research LinkedIn connections for targeted introductions

• The exact framework for making irresistible referral offers

• Why most MSPs are afraid to invest properly in referrals

• How to leverage 7-20 year client relationships for consistent leads

👤 Guest: Harrison Baron, Founder of Growth Generators and MSP Peer Group Leader

👇 What's your most successful referral strategy? Share your wins (or frustrations) in the comments below!

Are you spending 60+ hours every week trying to improve your MSP but seeing no real progress? Are you constantly buying new tools that never deliver the promised results?

In this episode, Darren Strong, CEO of Scalable, reveals why most MSPs fail to grow despite working harder than ever. He shares insights on why systems - not shiny tools - are the key to sustainable growth.

We cover:

• Why MSPs need to focus on systems instead of constantly buying new tools

• How to build frameworks specific to your MSP's size and goals

• Why thinking your MSP is unique might be holding you back

• The common pattern of broken promises to family due to business demands

• How peer groups helped Darren realize most MSPs face identical problems

👤 Guest: Darren Strong, CEO of Scalable

👇 What systems have you implemented that actually made a difference in your MSP? Share your experience in the comments!

Are your account managers making pointless check-in calls that waste everyone's time and generate zero revenue?

In this episode, Brian Doyle (from VCIO Toolbox and MSP Business School) discusses how MSPs are wasting their account managers and missing huge revenue opportunities with existing clients. He shares proven frameworks to transform account management from basic relationship maintenance into a powerful revenue generation engine.

We cover:

- Why it's easier to get revenue from existing customers than finding new ones

- The dangerous 'check-in call' habit that wastes customer time and kills opportunities

- Brian's 'Thirds Rule' for structuring effective account management conversations

- How to implement gap analysis to discover hidden revenue potential

- Making every customer touchpoint meaningful and productive

👤 Guest: Brian Doyle, VCIO Toolbox and MSP Business School

👇 Got thoughts or questions about improving your account management process? Drop them in the comments!

Are you an MSP owner trapped in 70-80 hour work weeks with no way out?

In this episode, Tim Thomson (MSP Advisor with 25 years of experience) discusses how MSP owners can buy back their time through effective delegation and prioritization. He shares practical strategies to break through revenue plateaus and focus on business growth.

We cover:

• How to conduct a time-energy audit to identify tasks you shouldn't be doing

• Why MSP owners get stuck at the "pain line" ($750K-$1M revenue)

• The mindset shift from working IN your business to ON your business

• Why "a million dollar company isn't built on $10 tasks"

• Practical delegation strategies to reclaim your time

👤 Guest: Tim Thomson, MSP Advisor with 25 years in the MSP space

👇 Got thoughts or questions about buying back time as an MSP owner? Drop them in the comments!

Are you ignoring your biggest growth opportunity hiding in plain sight?

In this episode, Mike Parfitt (Founder of Team MetaLogic) breaks down how he transformed his business by focusing on harvesting value from existing clients instead of constantly chasing new ones—and how you can do the same. Mike shares tactical approaches to identify your ideal clients and maximize their lifetime value.

We cover:

• How to define your perfect client (hint: it's not about their size or revenue)

• Why operational dependence on technology is the key indicator for growth potential

• The "cleaning house" strategy that transformed MetaLogic's business model

• How to position your services to create mutual growth with clients

• Practical ways to maximize value from your existing customer base

👤 Guest: Mike Parfitt, Founder of Team MetaLogic

🌐 TeamMetaLogic.com

👇 Got thoughts or questions about maximizing your existing client relationships? Drop them in the comments!

Is your MSP leaving money on the table?

In this episode, Joe Rojas (StartGrowManage) breaks down how one MSP added $30K in MRR without signing a single new client—and how you can do the same. From strategic business reviews to bold pricing moves and niche-driven growth, this is a tactical, no-fluff conversation built for MSP leaders ready to think and act like CEOs.

We cover:

How to right-size pricing with minimal client churn

The game plan for powerful strategic business reviews

Mapping your product matrix to unlock hidden revenue

Why niching beats being a generalist, every time

Smart ways to bring AI into your MSP—without becoming a tech expert

👤 Guest: Joe Rojas, Co-Founder of StartGrowManage

🌐 https://startgrowmanage.com

🔗 https://linkedinjoe.com

👇 Got thoughts or questions about strategic reviews or pricing strategies? Drop them in the comments!

Graham Stead reveals how he helped grow CMI to £18M by mastering white space reviews, stakeholder mapping, and sales team habits that stick.

Episode highlights:

00:00 – Intro: Scaling from £0 to £18M

03:41 – What Is White Space (Really)?

10:25 – Stakeholder Mapping That Reduces Churn

17:58 – Stop Wasting Sales Time

25:03 – Build a Rhythmic Sales Culture

32:40 – The Discipline Behind Referrals and Value Trading

Learn how:

• Uncover untapped revenue from your existing clients

• Build stakeholder maps that reduce churn

• Audit your team’s sales time to drive growth

• Replace lazy discounts with true value

• Run sales rhythms that actually get followed

Don’t miss this one — it’s packed with practical strategies to help you reposition how you show up for your clients.

🎧 Full episode + extras:

https://www.salesbuildr.com/harvest-msp-sales-show

👤 Connect with Graham Stead:

https://www.linkedin.com/in/grahamstead/

🐦 Follow Harvest on LinkedIn:

https://www.linkedin.com/company/harvest-the-msp-sales-show

If this conversation gave you an idea, challenged a belief, or even just made you nod once — like, subscribe, and hit the bell for more.

Thanks for watching — and happy harvesting!

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