Alright, IT Managers and Network Ninjas, it’s Sunday. Time to ditch the spreadsheets, put down that lukewarm coffee from this morning, and settle in for some unfiltered takes. This week, we’re talking about something that probably gives enterprise IT leaders as many headaches as a surprise firmware update: getting a quote from an MSP.
Having spent most of my career on the enterprise client side, I’ve learned that an MSP’s quoting process isn’t just about them getting a number out the door. It’s about how they show up professionally. It’s about the signals they send regarding their speed, consistency, and trustworthiness. And frankly, it’s one of the very first indicators to the client that they’re actually ready to deliver real value, or just add another layer of complexity to their lives.
So, after years of sifting through proposals that sometimes felt like they were written in ancient hieroglyphs, here are my 3 “must-do’s” that I wish every MSP understood when they’re trying to win business and, more importantly, trust:
- Your Speed Kills (Client Headaches, Not You):
- Let’s be honest, when a client asks for a quote, they’re probably not just asking you. They’ve got project timelines breathing down their necks, and they’re evaluating a few options. If your quote lands in their inbox while the competition is still trying to figure out which template to use, you’ve already made a massive impression. This isn’t about the client wanting you to rush and make mistakes; it’s about them needing a partner who’s got their act together. Their urgency isn’t a nuisance; it’s an opportunity for you to shine. Don’t be the MSP that takes so long the client just decides to buy a few more USB drives and call it a day.
- Consistency is King (Even When Client Budgets Aren’t):
- Ever get two quotes from the same MSP that look like they came from different planets? Yeah, I’ve seen it too. It’s jarring. A client needs your quoting process to be consistent, from the format and branding to the level of detail and the way you present your value. This builds trust. If your internal team can’t seem to agree on how to price a basic firewall installation, how can a client trust you with their entire network? They want to see a well-oiled machine, not a collection of brilliant but chaotic individuals. Consistency signals reliability, and in IT, reliability is gold.
- Value, Value, Value (Not Just a Price Tag):
- Nobody wants just a number. Clients want to know what problem you’re solving, what headaches you’re preventing, and why your solution is worth their hard-earned cash. Your quote isn’t just a list of line items; it’s a mini-proposal. Clearly articulate the benefits, the ROI (even if it’s just “less yelling at the printer”), and what makes you different. Don’t just quote a “firewall.” Quote “enhanced security, peace of mind, and fewer late-night calls about suspicious traffic.” Make them feel the value, not just see the cost. And for heaven’s sake, proofread it. A typo in a quote is like a flashing neon sign that says, “They don’t pay attention to details.”
Quoting might seem like a simple administrative task for an MSP, but from the client’s perspective, it’s where the rubber meets the road. Get it right, and you’re not just closing a deal; you’re starting a relationship built on professionalism, speed, and trust.
So, as you wind down your weekend, think about the last MSP quote you received. Did it hit these three marks? What are your pet peeves or pleasant surprises when dealing with MSP proposals?
