7 Key Strategies That Transformed Our Partnership with MSPs: A Winning Strategy Unveiled

Strategic partnerships have become the cornerstone of success in the ever-evolving landscape of IT integration and talent management. Over the past 14 years, we’ve had the privilege of supporting large IT integrators and direct retail clients. However, in the last 18 months, we’ve made a significant shift in our business strategy, placing a renewed focus on partnering with Managed Service Providers (MSPs). This shift in direction has yielded remarkable results, with over 13 MSP programs added and a promising pipeline of new opportunities.

In this article, we will unveil the seven fundamental strategies that have established us as genuine MSP partners and brought about an influx of exciting new opportunities.

1. We are built to be successful working with MSPs. Unlike many staffing companies, working with MSPs is not a secondary revenue stream for us; it is our primary focus. Our internal processes, cost structure, and support systems have been designed to maximize the relationship with MSPs. This is a business decision, and we are all in!

3. Rules of engagement. We understand, respect, and follow the rules of engagement. This includes being 100% compliant and operating with the highest business and professional ethics level.
4. Treating our employees/consultants fairly. Retention is a concern for all employers and clients. We recognize this and make sure that it doesn’t become an issue. We pay our consultants very well and offer good benefits and free training. We have an Employee Relations department that speaks with every consultant on a regular basis to understand better what their long-term career goals are.
5. We will only go after programs we know we will succeed. Why get on a program that you can’t support? Makes absolutely no sense. We are an extension of the MSP…so if we are not successful, they won’t be. We aim to support the program and make placements, not just get on the program.

5. Each program is a unique client. We view each program as a unique client and set up an Account Management and delivery team that is focused on them. We are proactive in our recruiting and able to be more responsive.

6. Expanded our service offerings. We have expanded our service offerings to help fully support our client’s pain points (only in the categories that we are good at). Professional services and skilled light industrial.

7. We scorecard ourselves! We review our performance daily. That’s right, daily. If needed, we are critical of our performance and re-evaluate our process for improvement.