What happens when your sales team and operations team are actually on the same page? You get a "dynamic MSP engine" that drives profit, reduces stress, and sets clear boundaries with clients.

"We are clear about telling clients that during onboarding we are going to find the things they don't even know about, so they should expect a remediation project. Make your peace with whatever God you may or may not believe in; it’s happening. Aligning what you sell with what you actually do is the ultimate maturity step for an MSP."

In this episode, host Andrew Moore sits down with the leadership team from Ashton Solutions—Travis Grundke, Jim Abbott, and Tom Foley—to pull back the curtain on how they’ve aligned their organization for over two decades. From the "6-week onboarding rule" to the art of saying "no" to bad business, this conversation is a masterclass in MSP maturity.

Key takeaways from this episode include:

• The Power of Expectations: Why you must tell prospects about remediation projects before they sign the contract.
• Process vs. Magic: How to transition from owner-led selling to a scalable, process-driven sales engine using the EOS framework.
• The Actuarial MSP: Viewing your contracts through the lens of risk management and profitability.
• The "Spider Sense": How to identify "red flag" clients before they ever touch your service desk.
• The Future of AI: Moving past the hype to find real-world business outcomes for your clients.

Stick around for the "Final Five" questions to hear about the most legendary (and slightly terrifying) hiring horror story in MSP history.

Show Notes: https://www.ridgeviewadvisors.com/blog/aligning-sales-and-operations-in-your-msp

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How to MSP is brough to you by Ridgeview Advisors and Andrew Moore.