Do you struggle with how to grow revenue or add value to your business? This can be a challenge for many MSPs, but it was one that was addressed at Navigate 2016’s highly-attended keynote by Paul Chisholm, retired CEO of mindSHIFT Technologies. In this first part, we’ll discuss how to maintain your existing revenue by becoming more attuned to your current clients’ business needs, challenges and opportunities.

Your MSP business plan has to be disciplined, organized, well thought-out, and most importantly, it has to be realistic. It must fit naturally into your organization, so that as a whole you can understand it and live by it. What’s the best way to do so, you might ask? According to Paul, you have to go back to the fundamentals – the revenue fundamentals, that is.

First, you must defend, protect and grow your client base. Second, you have to add new clients to that base. Now, let’s take a deeper look into this first revenue building block.