EP108 – The Co-opetition Playbook: Aligning MSP Ops with the P&L
It's a Numbers Game
In this episode of 'It's A Numbers Game,' hosts Adam Morris and Daniel Welling are joined by guests Angie Hasenbank from Hasenbank Accounting Services (US) and Lauren McMaster from Rosy Small Business Services (Australia) for a globe-spanning discussion on mastering MSP finances. Key topics include the importance of standardised charts of accounts, proper labour allocation to see true gross margins, and the creation of disciplined workflows from quotes to invoices. Practical tips on working effectively with finance partners across time zones are also explored, aiming to help MSP owners build...
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EP107 – Borrow Smart, Buy Smart—MSP Growth Finance Explained with Alex Fenton
It's a Numbers Game
In this episode, hosts Adam Morris and Daniel Welling welcome Alex, a seasoned advisor and former lender, to delve into the complexities of raising funds for growing a Managed Service Provider (MSP) business. They explore the intricacies of mergers and acquisitions (M&A), shedding light on different financing options such as factoring, invoice discounting, and revenue-based financing. Alex shares his extensive experience, providing practical advice on how to assess borrowing capacity, valuation mechanisms, and the importance of strategic planning when considering acquisitions. The...
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EP106 – MSP Growth in 2025—Is Telesales Part of the Plan with Luke Doyle
It's a Numbers Game
The Evolving Role of Telemarketing in MSP Lead Generation In this podcast episode, hosts Adam Morris with Daniel Welling and guest Luke Doyle discuss the current relevance and strategies of telemarketing in the MSP (Managed Service Provider) industry. The guest shares insights into the evolution of telemarketing, balancing traditional and modern marketing techniques, and provides an overview of their company's approach to lead generation, including data quality, targeting, and effective prospecting. They emphasise the importance of well-crafted scripts, continuous client...
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EP105 – Thinking of Selling Your MSP? Evergreen’s Isobelle Coventry Spills Valuation Multiples, Deal Tactics and the UK Acquisition Boom
It's a Numbers Game
In this episode, Isobelle joins the podcast to discuss her experiences and insights from working in the UK market, particularly focusing on mergers and acquisitions (M&A) of Managed Service Providers (MSPs). Isobelle talks about Evergreen's growth, including partnering with seven MSP businesses across the UK, and their approach to acquiring and supporting new businesses. Isobelle also touches on the importance of valuation, the quality of revenue streams, and the operational maturity of businesses. The conversation further explores the differentiation of Evergreen as a...
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EP104 – Blueprint for a Low-Noise High-Value MSP with Simon Gurner
It's a Numbers Game
In this episode, Simon shares his riveting journey from starting as an engineer at Ford Motor Company to founding and growing his own business, Sunrise, over the past 22 years. He discusses his decision to leave Ford, the crucial moments and opportunities that shaped his entrepreneurial path, and the challenges and triumphs along the way. Simon delves into the importance of structured business models, the impact of joining the TruMethods program, and how it provided direction, structure, and understanding of key business metrics. He also speaks about client management, the...
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EP103 – How MSPs Can Finally Stand Out with Ian Blake
It's a Numbers Game
In this podcast episode, host Adam Morris speaks with Ian Blake, an expert on differentiation strategies for Managed Service Providers (MSPs). They discuss the challenges service industries like MSPs face in standing out from the competition. Ian explains how logical thinking, common in the MSP space, can hinder differentiation and shares a compelling story of a restaurant owner who succeeded by focusing on what his top competitor did poorly. Ian discusses the 'Holy Trinity' of marketing—segmentation, targeting, and positioning—and emphasises understanding customer pain points,...
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EP102 – You’re Probably Bleeding Cash! Tim Hoskins Drops the 3 Bookkeeping Hacks That Can Instantly Pump-Up MSP Profits
It's a Numbers Game
In this episode, Tim joins the podcast to share insights into bookkeeping and financial management specifically tailored for Managed Service Providers (MSPs). The discussion covers common challenges faced in the MSP market, tips for effective bookkeeping, and the importance of accurate VAT returns. Tim emphasises the role of timely bank reconciliations and cash flow management. She also offers advice on setting up a detailed chart of accounts, making use of automated tools in accounting software, and understanding prepayments and journal entries. The episode aims to provide practical tips to...
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EP101 – Employee Ownership Trust explainer - benefits and pitfalls with Richard Coulthard
It's a Numbers Game
In this episode, Richard Coulthard from Ison Harrison Solicitors joins the hosts to provide a comprehensive look at Employer Ownership Trusts (EOTs). The discussion covers the growing popularity of EOTs in the Managed Service Provider (MSP) space, their tax advantages, the practical aspects and benefits of transitioning to employee ownership, and the long-term financial and operational implications. Richard explains how EOTs enable business owners to sell their shares to a trust for the benefit of employees, tax-free profit distributions, and reduced corporation tax. The episode also...
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EP100 – MSP Procurement Masterclass with Monica Ozaruk
It's a Numbers Game
In this episode, Monica joins the podcast to discuss common procurement challenges faced by Managed Service Providers (MSPs). Introduced by a mutual client, Monica has focused on the procurement module in ConnectWise, which directly impacts the effective production of management accounts. Monica highlights the top three procurement mistakes MSPs make: overcomplicating the process, not understanding responsibilities, and failing to complete the quote to cash process. She offers practical tips, such as simplifying procurement, using spreadsheets initially, and effectively managing vendor...
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EP099 – Enhancing Cyber Defence: Insights from Nick O'Donovan
It's a Numbers Game
In this episode, we reconnect with Nick O'Donovan, who provides an overview of Huntress' operations, particularly their growth and expansion into Europe, with a focus on enhancing relationships with MSPs. He highlights Huntress' efforts in recruiting and maintaining a strong team, despite industry challenges, and the success of their recent roadshow series. Nick also discusses the company's product offerings, including EDR, Microsoft 365 identity protection, security awareness, phishing solutions, and a SIEM offering. Key topics covered include the importance of affordable security...
info_outlineIn this episode, Monica joins the podcast to discuss common procurement challenges faced by Managed Service Providers (MSPs). Introduced by a mutual client, Monica has focused on the procurement module in ConnectWise, which directly impacts the effective production of management accounts. Monica highlights the top three procurement mistakes MSPs make: overcomplicating the process, not understanding responsibilities, and failing to complete the quote to cash process. She offers practical tips, such as simplifying procurement, using spreadsheets initially, and effectively managing vendor relationships. The conversation also explores when to invest in PSA tools, leveraging procurement systems for better vendor communication, and balancing inventory to streamline operations. Monica shares insights on managing client expectations and the benefits of treating procurement as a profit centre rather than a cost centre. The episode concludes with advice on vendor score carding and the importance of a structured procurement role, emphasising a disciplined yet flexible approach to procurement.
00:00 Introduction and Guest Welcome
00:28 Understanding Procurement in MSPs
00:55 Top Procurement Mistakes
01:06 Simplifying the Procurement Process
02:15 The Role of PSAs in Procurement
03:10 Spreadsheet vs PSA Debate
03:28 Responsibilities in Procurement
05:33 Integrating with Vendors
06:18 Building Supplier Relationships
07:23 Effective Procurement Practices
08:08 Managing Procurement Responsibilities
10:08 Procurement Best Practices
11:52 Training and Expectations
14:18 Handling Urgent Client Requests
17:28 Vendor Score carding
22:24 Stock Management for MSPs
24:39 Monetising Procurement Services
29:00 Conclusion and Contact Information
Connect with Monica Ozaruk on LinkedIn by clicking here –https://www.linkedin.com/in/monicaozaruk
Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/
Connect with Adam Morris on LinkedIn by clicking here –https://www.linkedin.com/in/adamcmorris/
Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/
We look forward to catching up with you on the next one. Stay tuned!