George Mellor | You're Already the Trusted Advisor. Act Like It.
Release Date: 10/14/2025
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The Gap Between What You Sell and What Clients Hear
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In this enlightening coaching session, Brian Doyle offers his seasoned insights into the gap between client perceptions and the actual deliverables provided by Managed Service Providers (MSPs). Doyle, drawing on his extensive background as an MSP, provides a nuanced understanding of how to bridge these gaps through clear communication and precise contract terms. The episode dives into topics like client assumptions about MSP deliverables, how to manage these expectations, and offers strategic approaches to avoid conflicts arising from misunderstandings in service agreements. Throughout the...
info_outlineIn this engaging episode of MSP Business School, host Brian Doyle sits down with George Mellor, founder of VCIO Growth, to discuss transforming the roles of Virtual Chief Information Officers (VCIOs) within Managed Service Providers (MSPs). The conversation shines a light on the evolving landscape of QBR processes and the critical need for VCIOs to focus on client business outcomes rather than mere technical metrics. George shares insights from his journey in the MSP space, offering expertise on enhancing client relationships and maximizing business value.
Throughout this episode, listeners are invited to explore how MSPs can avoid the commodity trap by emphasizing strategic client interactions. George discusses the pitfalls of focusing QBRs on ticket numbers and refresh cycles, urging a shift towards aligning technology initiatives with the client's business objectives. The discussion also delves into the potential of AI in MSP operations. By initiating AI conversations with clients, MSPs can harness new opportunities for business growth and demonstrate their value as trusted advisors in the tech space. This episode is packed with practical advice and innovative strategies for MSPs looking to enhance their VCIO capabilities.
Key Takeaways:
- VCIOs need to focus on the client's business objectives rather than just showcasing technical achievements.
- Effective QBRs should integrate a strategic narrative that aligns with the client's long-term goals and business outcomes.
- AI presents a significant opportunity for MSPs to innovate and lead conversations with clients about technology governance and security.
- By engaging in deeper strategic dialogues, MSPs can transition from being seen as vendors to becoming integral business partners.
- Fractional VCIO services can bridge knowledge gaps and prepare MSPs for more effective client interactions, ultimately driving business growth.
Guest Name: George Mellor
LinkedIn page: https://www.linkedin.com/in/george-mellor-kloudreadiness/
Company: vCIO Growth
Website: https://vciogrowth.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com