EP223 – Ask Stuart #18 - The Consequence of Not Stopping! And Taking Stock with Ian Luckett & Stuart Warwick

As business owners, we often pride ourselves on pushing forward, solving problems, and keeping things moving. But what happens when we don’t stop to reflect? What are the hidden risks of ploughing ahead without taking a moment to reassess our strategy, our goals, and even our own leadership? Stuart and I unpack exactly that in today’s conversation, and trust me, if you’re an MSP looking to scale, this is something you don’t want to ignore. 

We all know the feeling of getting caught up in the day-to-day operations—whether it's handling client issues, managing your team, or dealing with the constant flow of incoming tickets. But without stepping back, you’re in danger of drifting into what Stuart calls the Black Box—a state of denial where problems build up unnoticed until they explode into full-blown chaos. One of the biggest risks for MSPs is failing to see the early warning signs, whether that’s declining profit margins, client dissatisfaction, or employees who are disengaged and looking to move on. 

We introduce a simple yet powerful tool to help MSPs assess where they’re spending their time and energy—the Momentum Matrix. This model divides your business state into four quadrants: Performing, Denial (Black Box), Chaos (Red Box), and Renewal. Every MSP wants to be in the Performing quadrant, where things are running smoothly—revenues are strong, customers are happy, and your team is motivated. But many businesses get trapped in the Black Box, ignoring the small issues that eventually push them into Chaos, where they’re forced to react to major problems. It’s only when this happens that business owners wake up and move into Renewal, where they finally take action to fix what’s broken. 

But here’s the thing—what if you didn’t have to wait for a crisis to enter renewal? What if, instead of swinging between denial and chaos, you could move directly between Performing and Renewal, constantly refining and improving your MSP without ever hitting a major setback? That’s where a structured rhythm of review comes into play. Regularly stopping to assess where you’re at—whether in daily huddles, weekly meetings, or strategic quarterly planning—ensures that you never let problems fester to the point of disaster. 

Stuart highlights a crucial distinction between simply holding meetings and having quality conversations. It’s not enough to check in with your team and run through a list of tasks; you need to actively dig into the roadblocks that are slowing progress. Are your goals aligned? Are your KPIs telling you the full story? Are you tracking the right data to measure business success? The best MSPs don’t just rely on gut instinct—they combine hard data with real conversations to make better decisions. 

One of the key takeaways from this episode is the importance of honesty. Too many MSP owners stay in denial because they’re afraid to confront the numbers, the reality of client churn, or the weaknesses in their leadership. But facing these issues head-on is the only way to build a stronger, more resilient business. Stuart shares a real-world example of an MSP that went from £1.1 million in revenue to £500K simply because they failed to de-risk their business. They relied too heavily on a few key clients, and when those clients left, they were left scrambling. If they had taken the time to step back earlier and put a proper plan in place, they could have avoided such a drastic decline. 

For MSPs looking to scale and eventually exit their businesses, taking stock isn’t optional—it’s essential. Too many owners dream of selling their MSP but don’t have a clear plan in place for what a successful exit looks like. Understanding the value of your business, ensuring your revenue is stable and diversified, and putting systems in place to maintain momentum are all key to creating a business that is actually sellable. The reality is, an MSP under £1 million in revenue is often worth very little, and even those over £2 million struggle to secure high multiples unless they’ve optimised their financials and operations. 

So, what’s the takeaway from today’s episode? Stop. Take stock. Be brutally honest with yourself about where you are in the Momentum Matrix, and don’t let fear keep you in denial. The best MSPs don’t wait for chaos to strike—they take control early, maintain a strong rhythm of review, and focus on the quality of conversations within their business. That’s what keeps them in the Performing quadrant and ensures they continue to grow sustainably. 

If today’s episode resonated with you, take a few minutes to reflect on where your MSP is right now. Are you truly performing, or are there warning signs you’ve been ignoring? And if you need support in moving your business forward, reach out—because no MSP should have to navigate this journey alone. 

 

For further information on The MSP Growth Bootcamp starting on 1st April - Click HERE 

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!