EP219 – Want to Grow Your Business?... Then Leverage Your Team with Julie Hutchison & Ian Luckett

One of the biggest challenges we see in the MSP space is that many business owners started their journey as technical experts. They didn’t necessarily set out to run a business – they just knew they were great at what they did and wanted to do it better than the company they worked for. The problem? Running a business requires a completely different skill set to just doing the technical work. At some point, every MSP owner reaches that moment where they realise they can’t do it all themselves. But that realisation often comes with frustration—because even when they bring in a team, things don’t always work as smoothly as they’d hoped. 

Julie Hutchison explains that this is often down to mindset. If you’re the business owner, then you need to step into a leadership role. That doesn’t mean simply hiring people and expecting them to figure it out. It means ensuring they know exactly what’s expected of them. It means clearly defining what ‘good’ looks like. It means enabling them to succeed. Because, as Julie rightly points out, people don’t come to work to do a bad job—they come to do their best. But if they’re left guessing, or they don’t know what success looks like, that’s when things start going wrong. 

Many MSPs fall into the trap of blaming their team when things aren’t working. But if you haven’t taken the time to set expectations, provide the right guidance, and communicate the vision, then how can you expect your team to perform? One of the key takeaways from this episode is that leadership isn’t about doing everything yourself—it’s about creating an environment where your team can succeed. That means making sure they have the skills, the resources, and the clarity to do their jobs properly. And once that’s in place, you have to trust them to get on with it. 

Trust is a massive issue for many MSP owners. When you’re used to doing everything yourself, it can be difficult to let go. Julie Hutchison explains that building trust starts with clear communication. You need to ensure your team knows exactly what’s expected of them and that they have the right tools to get the job done. It’s also about having the right structure in place—regular meetings, clear KPIs, and a well-defined vision that connects everyone’s roles to the bigger picture. Because if your team doesn’t understand why they’re doing what they’re doing, then they’re never going to be as motivated or engaged as you need them to be. 

Another important part of stepping into leadership is recognising the different roles you need to play in your business. Julie Hutchison talks about the three key mindsets: the technical expert, the manager, and the entrepreneur. Many MSP owners get stuck in the technical expert role because it’s their comfort zone. They’re great at solving problems and doing the work, but if they don’t consciously step out of that mindset and into the role of manager and entrepreneur, then they’ll never truly scale their business. 

To move forward, you need to start consciously shifting between these roles. Sometimes you’ll need to be the technical expert, but you also need to step back and manage the business. And ultimately, if you want to grow, you need to embrace the entrepreneurial mindset—thinking strategically, planning for the future, and ensuring your business is moving in the right direction. Julie shares some great advice on how to develop this habit, including taking time out of your day—even just 10 minutes—to assess where you are and whether you’re focusing on the right things. 

We also touch on the importance of having the right people in place. It’s not just about hiring more people—it’s about ensuring they are in the right roles, with the right expectations and the right level of support. If you’re struggling with your team, then it’s time to ask yourself: have I really set them up for success? Or have I just assumed they should know what to do? Julie Hutchison makes it clear that a great leader doesn’t just delegate and hope for the best—they actively enable their team to perform at their highest level. 

At the end of the day, if you want to grow your MSP business, you have to leverage your team. You can’t do everything yourself. And if you don’t take the time to develop your leadership skills, set clear expectations, and trust your team, then you’re going to struggle to scale. This episode is packed with insights to help you make that shift, and if you’re ready to take your leadership to the next level. 

Check out Julie’s other popular episodes: 

• The Art of Having a Difficult Conversation 

• The Human Way to Get More Sales 

• Why People Don’t Take Action When They Should 

• Why You Avoid Talking to Your Team 

• How to Deal with Toxic Employees 

• How to Sell Without Selling 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

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To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!