Here’s the one thing I know you’re not doing – and how it’s hurting you.
๐๐ ด๐๐ ธ๐ ด๐: Build a business capabilities model – differentiate your MSP, win deals, and sell more services to clients.
Today, I’m starting my series in defining a shorthand business capabilities model for your managed services or consulting firm.
Doing this will allow you to better identify the right clients, have a high level of customer satisfaction, and deploy new services quickly based on market demand.
PHASE 1: EVALUATE
In the evaluation stage, you need to define what you’re currently doing. Don’t worry about the good/bad/ugly here. The goal is to define the status and level of maturity of the current services.
This is pretty simple. All you need to do is ask about each service you provide:
– What do we do?
– How do we do it?
– How do we prove we do it (to the client)?
– What is our process for continuously improving it?
– What do our agreements say about it? Are they in line?
BONUS: Are all of the above processes documented?
NOTE: You’ll also want to develop some sort of qualitative rating system for these, but that’s outside the scope of a LinkedIn post ;)
GAPS
Once you’ve gone through this exercise, the problems/gaps are going to become pretty apparent, but don’t launch into solving just yet – we need to take a step back and think about the “why” – more about that in the next post.