“Instead of saying “I don’t have time” try saying “it’s not a priority,” and see how that feels.”
– Laura Vanderkam
🆂🅴🆁🅸🅴🆂: Build a business capabilities model – differentiate your MSP, win deals, and sell more services to clients.
PHASE 2: SORT
Last week we inventoried current state (EVAL)
In the sort phase, you are going to prioritize the importance of services to your clients using:
– Popularity
– Criticality
– Maturity (score from the EVLAUATE phase)
BONUS: If you have capabilities that are highly mature from the EVALUATE phase, note those and consider *why* they are mature – how can we harness that?
EXAMPLES
Think of this as an urgency/impact matrix, and then evaluate against the maturity level.
– EX1: If you have a service that’s low in maturity, not popular with your clients as a whole, but critical to your largest client, that could make it a high priority.
– EX2: If you have a service that has high maturity, but isn’t popular or critical – welp – looks like you might have to admit you like it a little more than your clients do. That leads into our takeaway for today.
HONESTY
You have to be honest with yourself here. From the above exercises, you might be exposed to some hard truths.
– A service you are proud of, that runs so well, might not be popular with your clients as you want it to be. It may need to be altogether abandoned (we’ll figure that out in later phases).
– You also could find that you are really falling down in areas you’ve ignored that are hurting you pretty badly as a business – that’s never fun to admit.
– Lean into it; the goal here is to get a picture of how you are perceived, and that’s not always fun, but it is highly beneficial
Great things are ahead.