IT and Business Insights for SMB Solution Providers

Assessments: More Than a Foot in the Door: Page 3 of 3

Savvy MSPs use assessments as a consultancy tool rather than as a sales tool, and charge for them. By Jennifer Oladipo
Reader ROI: 
SAVVY MSPS use assessments as a consultancy tool rather than as a sales tool, and charge for them.
SECURITY AND COMPLIANCE concerns are making it easier to sell assessments as an ongoing service.
ASSESSMENTS are part art, part science and should include people at all levels of an organization across all departments.
AVOID TECHNICAL JARGON and explain the value of assessments in business terms to higher-level decision makers.

Continuing Education

Assessments aren’t a one-and-done service, Simpson says, and the sooner you help clients appreciate that, the better. Clients often don’t recognize the value of proactive system maintenance, or the productivity, profitability, and security risks aging systems could pose. Continual assessments identify and help address some of those issues.

How often you conduct network and security assessments depends on the risk, says Tubb. Monthly or weekly assessments might do to ensure regulatory compliance, but a stolen laptop could call for immediate attention. Also, backup systems running on autopilot should be monitored frequently.

Make sure to assess existing clients who’ve never been through the process before too. Having the assessment conversation at any stage of a relationship could generate insight about how much a customer values your expertise.

“This should be part of your service offering that you can charge for,” Tubb says. “If clients come back to you and say they don’t need that, that should be a big red flag for you.”

Image: iStock

About the Author

Jennifer Oladipo's picture

JENNIFER OLADIPO is an award-winning business journalist. She’s written for national and international publications focused on science and technology sectors and has held communications positions in multiple organizations, including a Fortune 200 technology company.

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