By Captain's Chair
When an MSP (Managed Service Provider) bids on a new business opportunity or a new proposal, it’s a chance to set the stage for a successful relationship. The bidding process can be challenging for MSPs, especially those whose reputation and expertise have typically been focused on break/fix expertise. Even for those accustomed to presenting themselves as more of a strategic partner, it can be challenging to properly enumerate all the value a good MSP will deliver beyond just service ticket responses.
But it’s worth the effort, because a successful bid can help deliver a longer and more fruitful relationship with a client. It can also be a way to elevate the MSP’s value in the client’s eyes before any work is even done.
A Successful Bid
To frame the relationship properly from the start, a successful new business or service proposal should include these elements:
Bidding the job well allows the MSP to stand out from the competition and differentiate its services. As discussed in this recent blog, delineating all anticipated value-add services in the bid should then be followed by the MSP logging all of them in the form of service tickets once the contract is secured.
The right job bid will also help prevent unexpected surprises, such as a client who may be expecting certain services but has never agreed to pay for them in the original contract.
An Honest Forecast
To give clarity and shape to the professional relationship before it begins, a successful bid should include these areas:
The payoff of a detailed, holistic, and honest bid will come in ways the client may not even appreciate when they award the MSP the business. For instance, there’s an opportunity for a good MSP to help clients avoid problems that can’t be anticipated by presenting a full-bodied plan with strategic goals and contingencies. An example of this is how some MSPs have fared better than others when the COVID-19 pandemic hit — a topic we’ll explore in the next blog in this series.