If you’re not practicing, you’re guessing—and losing deals. In this “Don’t Be That Guy” session, Josh Peterson and former MSP owner Ryan Alter unpack practical, repeatable ways to role-play sales moments so your team reacts faster, handles objections with confidence, and books more meetings.
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Episode Description  Ryan Alter (former MSP owner - co-host) and Josh Peterson break down how to build a sales practice culture that actually sticks—without awkwardness or wasted time. You’ll hear real scenarios from MSP life (gatekeepers, price pushback, “we love our current IT,” and post-call debriefs) and how to coach both junior reps and salty veterans.
👉 Why practice beats talent: moving from “trying not to lose” to “playing to win”👉 Micro-drills that work: one objection, one outcome, 10 minutes, done👉 Gatekeeper strategies that avoid the receptionist altogether (social proof, intros, and LinkedIn outreach)👉 After-action reviews: the simple, non-judgment framework that improves every call👉 Cross-team role-plays: dispatch, security tabletop, interviews—sales isn’t the only place to trainNatural keywords: MSP sales training, objection handling, gatekeeper strategies, cold calling scripts, discovery meeting recap, sales coaching.
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Ryan Alter – Silverstream AV: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why role-play (and why most teams avoid it)00:45 – Meet co-host Ryan Alter & sales practice mindset02:22 – Realistic scenarios - theory: how to frame the drill04:29 – Athletes train 90% of the time—what about sales?05:37 – The “ring-ring” drill and breaking awkwardness07:58 – From “I’d say…” to actually saying it out loud09:33 – Bold openings and memory-making moments10:36 – After-action reviews that don’t turn into rambling12:47 – Coach with questions, not “what I would’ve said”17:53 – Prospecting focus: getting past the gatekeeper20:32 – Warm paths to cold doors: intros and LinkedIn23:34 – Junior rep practice: writing the outreach together25:27 – The five objections you’ll hear on every call27:43 – Yes, veterans must practice too31:24 – Selling outcomes when you don’t know the tech34:21 – Discovery openers that humanize the convo38:02 – Train reactions like F1 pit crews—micro-drills39:38 – Weekly cadence: one micro-moment at a time41:32 – 1:1 vs group role-plays (and when to mix)44:39 – Security tabletop & cross-dept simulations49:23 – Add surprise players: the CTO walks in50:47 – Book a session & where to watch replays
🔍 Primary Keywordsmsp sales training, sales role playing, objection handling, gatekeeper strategies, after action review, cold calling scripts
🔍 Secondary Keywordssales coaching framework, discovery meeting debrief, socratic selling, interview role play, security tabletop exercise, dispatch training
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #salestraining #roleplay #objectionhandling #coldcalling #mspsales #gatekeeper #salescoaching #businessdevelopment #discoverycall #tabletopexercise #dispatch

This candid “From the Trenches” conversation digs into resilience, reinvention, and building a durable brand in the age of short attention spans. If you’re an MSP owner or entrepreneur, you’ll hear hard-won lessons on fear vs. winning, diversification, and turning raw authenticity into real business momentum.
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Joe Guerrero—creator of After Prison Show and the Joe Does Stuff channel—joins Josh to unpack how he went from seven years inside to millions of views, media coverage, and a second act in construction and home services. Beyond virality, Joe shares the business-side realities every small company faces: hiring friends vs. employees, taxes and structure, brand control, and what to do when competitors clone your best ideas.
👉 Why authenticity scales—and how to keep control of your brand as you grow👉 Fear vs. winning: the mindset shift that separates plateaus from pivots👉 Diversification done right (and wrong): when to double down vs. spin up a new line👉 Hiring, contractors, and “Entourage” traps: paying people, boundaries, and standards👉 Social strategy for traditional businesses: start with your phone, focus on human connection, and use TikTok/YouTube as free distributionYou’ll leave with practical takeaways on simplifying your offer, pricing confidence, and building customer trust—whether you sell managed services or drywall.
“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Joe Guerrero: https://www.youtube.com/  @AfterPrisonShow • https://www.youtube.com/  @joepaintsstuff  • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Opening & who this episode is for00:30 – Meet Joe Guerrero & his backstory01:32 – From $5k and zero skills to first viral video03:20 – Quitting the job and treating content like a business05:06 – Tech shock, learning fast, and early systems08:40 – Naming, positioning, and finding the niche11:16 – “I guess I have a business now”: taxes, structure, overhead14:46 – Hiring friends vs. employees (and the cost of ambiguity)18:28 – Brand control, ego checks, and audience expectations20:40 – When popularity hides bad decisions22:47 – Diversification: fear vs. strategy24:59 – Picking winners (construction, flips, and lessons learned)34:37 – Spinning up “Joe Does Stuff” and second-act momentum39:45 – Handyman services as content and cashflow46:12 – Competing with bigger firms via human connection53:41 – Should traditional businesses do video? (Yes—here’s how)56:47 – Gear myth-busting: start with your phone58:58 – Final takeaways & where to find Joe
🔍 Primary Keywordsafter prison show, joe guerrero, msp marketing, small business branding, entrepreneurship pivots, youtube strategy for business, social media for msp, customer trust
🔍 Secondary Keywordsjoe does stuff, content diversification, contractor marketing, fear vs growth mindset, hiring contractors vs employees, brand authenticity, tiktok for business, free marketing channels
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#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #afterprisonshow, #joedoesstuff, #msp, #managedservices, #mspprofitability, #smallbusiness, #entrepreneurship, #branding, #youtubeStrategy, #tiktokforbusiness, #contentmarketing, #customerservice, #contractorlife, #businesspivots

A marketing-agency-turned-MSP founder shares how he’s structuring services, pricing, and profit from day one. If you’re building or rebooting an MSP, this episode shows how to set targets, avoid margin killers, and use agreements the smart way.
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Carlos, co-founder of Monster TechIT and new MSP owner, joins Josh to unpack the journey from creative agency to managed services—and why starting with numbers beats “figure it out later.” They discuss what it takes to separate a marketing arm from an MSP entity, the legal and financial guardrails to protect both businesses, and how to translate brand and community reach into real MSP growth. You’ll hear tactical ways to package services, control scope, and keep profitability front and center in ConnectWise.
👉 Why 42% gross profit and 17% net profit are the MSP’s north stars—and how to manage to them👉 Agreement Gross Profit (AGP): target 65% and track every minute in PSA to prevent over-delivery👉 Packaging strategy: keep remediation/projects separate from monthly agreements to avoid MAC (moves, adds, changes) traps👉 Pricing models that work: per-user guidance, low-base + hourly hybrids, and where hourly shines👉 Go-to-market edge: applying agency-grade marketing, storefront ideas (e.g., distribution marketplaces), and community presence for faster trust
This conversation blends practical finance (AGP math, license pass-throughs), operations (time entry, ticket hygiene), and go-to-market tactics (simple offers, human brand). If you’re aiming to hit your first $1M—and avoid the “race to the bottom”—start here.
End with CTA:“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Carlos Torres III at Monter TechIT: https://monstertechit.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Meet Carlos: from agency to MSP01:28 – Why separate legal entities for marketing vs. MSP05:37 – Marketplace/storefront ideas and buyer behavior10:10 – Avoiding the “race to the bottom” with positioning11:20 – Hitting $1M: timelines, targets, and mindset13:38 – Liability lessons from adjacent industries15:42 – The “new million”: why $2–$3M is the hard part17:59 – Setting revenue goals and owning the numbers20:25 – Local market tiers and standing out in El Paso24:06 – Content, humor, and trust to win MSP buyers26:37 – Simple sale dynamics: like/trust → buy29:23 – Run by the numbers: gross vs. net profit33:20 – Aim for 42% GP and 17% NP (why it matters)36:16 – Real agreement teardown: $1,250/mo nonprofit41:00 – AGP math and per-user sanity checks46:01 – Keep projects separate to prevent scope creep50:05 – Hourly is not a bad word: hybrid models that work52:16 – Microsoft licensing realities and risk control54:04 – Leadership lesson: serve without losing yourself56:46 – First technical hire: skill vs. attitude57:18 – Wrap-up
🔍 Primary KeywordsMSP pricing, managed services profitability, agreement gross profit, ConnectWise PSA, MSP packaging
🔍 Secondary KeywordsMSP per user pricing, Pax8 storefront, ticket hygiene, time entry discipline, MSP legal risk
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #mspprofitability, #agreementgrossprofit, #psa, #timeentry, #tickethygiene, #peruserpricing, #mspsales, #msppackaging, #hourlybilling, #itservices, #smallbusinessit, #pax8, #elpaso
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Learn how to stop “re-hiring your first salesperson” and finally build a repeatable sales engine for your MSP. Josh Peterson (Bering McKinley) and former MSP owner Ryan break down the activities-first management approach that scales beyond founder-led selling.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
If you’ve been burned by a failed sales hire, this episode gives you the operating system to try again—proper tracking in your PSA/CRM, true time entry for sales, and a phased progression from prospecting → first meetings → proposals → closed deals. Josh explains why outsourced appointment setting rarely works (no emotional attachment to your brand) and how owners can avoid multi-month “gaps” that reset pipeline. You’ll hear practical tactics for quality over volume without abandoning the volume you need, plus a playbook for uniting service and sales—service reviews every proposal, sales respects dispatch, and the owner kills the “us vs. them” narrative. Close with a humane approach to performance management that helps the right reps win and the wrong reps exit quickly, freeing your company to grow. 
Guest: Josh Peterson, CEO at Bering McKinley, with guest Ryan (former MSP owner).👉 Why most MSPs stall at $1–2.5M and what changes to reach $3M+👉 “Manage activities, not people”: quotas for prospecting, first meetings, proposals👉 Effort vs. results matrix: hire slow, fire fast; celebrate effort to create momentum👉 Prospecting that actually works (cold calling, human LinkedIn, real-world networking)👉 Bridging sales & service: proposal sign-offs, dispatch etiquette, shared accountability
Visit https://beringmckinley.com  for more MSP resources.
🔗 Resources & Links• Ryan Alter Silvertream AV: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & why MSP sales stall00:01 – The million to $1.5M plateau (and beyond)00:02 – What it really takes to reach $2–3M00:03 – The “I hate salespeople” loop & how to break it00:10 – Where to find the full series on YouTube00:11 – Manage activities, not people00:12 – Goal alignment and effort expectations00:16 – Effort vs. results matrix (coach or cut)00:20 – Humane, timely exits for misfit reps00:23 – Prospecting that works (cold calls, human LinkedIn)00:27 – Why outsourced appointment setting fails00:29 – Phasing: prospecting → first meets → proposals → closes00:30 – Never allow gaps in sales headcount00:31 – Owner mindset shifts for sales management00:37 – AI in outbound: quality vs. volume00:39 – Perfect practice beats raw dials00:43 – Track activities in PSA/CRM00:46 – Have sales enter time (diagnose wins/losses)00:51 – Stop unstructured onboarding00:52 – Bridge service & sales (proposal sign-off)00:54 – Budget-first scoping with service00:56 – Celebrate effort; results follow00:58 – Final takeaways & next steps
🔍 Primary Keywordsmsp sales, msp prospecting, sales management for msps, managed services growth, connectwise sales process, msp pipeline, sales activity tracking
🔍 Secondary Keywordscold calling for msps, sales vs service alignment, proposal sign off, dispatch best practices, msp quota, psa time entry, outsourced appointment setting, sales kpis
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspsales, #mspgrowth, #salesmanagement, #prospecting, #coldcalling, #connectwise, #dispatch, #proposalmanagement, #psa, #pipeline, #operations, #serviceleadership

A candid founder-to-founder conversation on building an MSP you actually want to work for—and how to exit it on your terms. Josh Peterson talks with Jeff (co-founder, New River Computing) about strategy, EOS, ideal clients, and navigating the emotions and mechanics of a sale.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Jeff — co-founder of New River Computing — joins Josh to unpack the real-world journey from “walking-around money” side gigs to a values-driven MSP and, ultimately, a successful exit. You’ll hear how peer teams, EOS, and financial literacy turned guesswork into deliberate growth, why “build the company you want to work for” matters, and what it actually takes (and feels like) to sell.
👉 From ad-hoc IT to intentional strategy: using peer teams & EOS to professionalize👉 Financial foundations that attract buyers: clean books, EBITDA focus, and planning 2–5 years out👉 Ideal Client Profile in practice: saying “no,” tightening scope, and pricing for value👉 Owner-led sales done right: consultative conversations, fit tests, and when to hire (or not)👉 Exit lessons learned: S-Corp status pitfalls, transparent communication with staff, and post-sale life
Throughout, Jeff shares people-first leadership moves—benefits, flexibility, and financial-planning education for staff—that built loyalty and durability. They also touch tools and ops (ConnectWise invoicing, Microsoft 365/Intune/Entra ID training priorities, Huntress as a dependable security partner). If you’re an MSP owner aiming to boost profitability, increase enterprise value, and create optionality at exit, this episode is a masterclass in doing it intentionally.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Jeff Wynn New River Computing: https://newrivercomputing.com/• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Reconnecting & peer-team history01:23 – From the trenches: Jeff’s IT roots03:24 – Early roles: nonprofit & Virginia Tech04:52 – Strategy vs. “walking-around money”06:24 – Getting serious: finances, peers, EOS08:37 – Life goals → business strategy10:15 – People-first culture: benefits & loyalty12:22 – Financial literacy for teams (401k, planning)14:25 – Hard moments & learning the numbers16:45 – Owner-led sales: evolution & fit testing18:28 – Why some sales hires failed20:19 – What makes sales fun (and effective)22:35 – Mission, vision, values unlock with EOS24:16 – ADHD as founder superpower (with guardrails)26:22 – Defining the Ideal Client Profile28:58 – If starting today: MSSP tilt & methodical finance33:06 – Planning for exit: timelines & expectations34:10 – Non-financial deal criteria (people & clients)36:59 – Getting in market: offers over 4 years42:05 – Transparency vs. confidentiality with staff46:58 – The all-hands meeting: how they told the team52:14 – Life after close & changes to EOS cadence53:28 – Deal satisfaction & post-sale involvement56:53 – Rapid-fire: tools, training, and leadership lessons
🔍 Primary KeywordsMSP exit planning, MSP valuation, EBITDA, EOS implementation, peer teams, financial literacy for MSPs, ideal client profile, ConnectWise invoicing
🔍 Secondary Keywordsowner-led sales, co-managed IT, Microsoft 365 Intune Entra ID, cybersecurity stack, Huntress EDR, culture and benefits, QBRs, service profitability
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #exitplanning, #mspvaluation, #eos, #connectwise, #peerteams, #mspgrowth, #itservices, #mspowner, #comanagedit, #microsoft365, #entraID, #intune, #cybersecurity, #huntress, #serviceprofitability, #leadership

From accidental founder to two exits, Alex Farain shares the messy, honest path of building Delaware Micro, selling during COVID, then co-founding Life Cycle Insights and Empath. If you’re an MSP owner sitting at ~$1.5M and wondering how to grow without burning out, this episode gives you battle-tested moves and myth-busting clarity.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Alex Farling (Empath; formerly Delaware Micro & Life Cycle Insights) unpacks 16+ years of MSP lessons: hiring missteps, 2008 survival, pricing mistakes, and the ops gaps that nearly sank the business—plus the sales-first mindset that ultimately fueled life-changing outcomes. You’ll hear a contrarian “Google-first MSP” play, practical ways to de-commoditize, and how to stop treating QBRs like obituaries and turn them into strategy.
👉 How to avoid the classic per-device pricing trap and rebuild value (revenue per tech, showing ROI, forward-looking roadmaps)👉 A “Google-first, Chromebook-heavy” MSP thesis to boost scale per engineer and differentiate from Microsoft-centric competitors👉 Turning QBRs from backward-looking reports into business conversations and budgeted refresh plans your clients will actually read👉 Why most “lead problems” are really practice problems (build daily outreach, coaching, repeatable motions)👉 Partner vs. hire: finding an ops complement, dropping the “I must be CEO” ego, and using frameworks (e.g., EOS) to align a teamVisit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Guest/Company: [Add guest/company link here]• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Accidental founder: from call center to buying a break/fix shop03:35 – Surviving 2008 and the “we might miss payroll” moment08:59 – From break/fix to MSP and the $47/seat mistake17:09 – Budgeting & refresh planning that clients actually embrace21:25 – “If I started today: Google-first MSP, Chromebooks, Mac-optional”24:32 – Stand out or be a commodity: building real differentiation26:17 – The myth of “I just need more leads” and practicing sales33:18 – Burnout, boundaries, and hiring leverage (EA, low-value offload)40:01 – You don’t have to be CEO—find the right operator/partner45:16 – Rapid-fire: tools, QBRs, compliance, NOC, RMM, KPIs54:48 – Final encouragement: fail forward, learn fast, keep going
🔍 Primary Keywordsstart an msp, sell an msp, msp differentiation, qbr strategy, google workspace msp, chromebook management, msp revenue per technician, msp sales coaching
🔍 Secondary Keywordsconnectwise vs autotask, it glue documentation, outsourcing noc, pricing per device pitfalls, msp burnout, eos traction for msps, lifecycle insights, empath
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #qbr #msppricing #mspsales #googleworkspace #chromebooks #connectwise #autotask #documentation #itglue #noc #rmm #kpis #operations #leadership #entrepreneurship #fromthetrenches

A candid, numbers-first conversation with Jordan—an MSP owner out of Phoenix—on how to grow sanely, specialize smartly, and stop tool sprawl. If you lead an MSP and want practical moves that improve margins without burning out your team, this one’s for you.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Guest: Jordan, Owner of a Phoenix-based MSP serving CPA firmsIn this episode, Josh digs into Jordan’s 15+ years of lessons building a calm, predictable MSP. You’ll hear how COVID pressure-tested his book of business (and why he pivoted away from dentist offices), the case for going deep on one vertical, and the mindset of being “professionally lazy” by automating the right things. We also unpack the rising tug-of-war with cyber insurers, what to do with tool bloat, and why gross profit beats topline bravado.
👉 Diversify wisely: why some verticals (e.g., dentists) are fragile—and how Jordan refocused on CPA firms👉 Verticalization playbook: walk clients’ workflows, speak their language, and build repeatable offers👉 Tool sprawl to discipline: consolidate logins, commit to fewer platforms, and set adoption checkpoints👉 Cyber insurance encroachment: protect client experience and compliance against “bundled IT” pressures👉 KPIs that matter: service salary-to-revenue ratio, gross profit first, and clean, timely financials
You’ll also hear rapid-fire takes on ConnectWise vs. alternatives, underrated automations, commissionable internet as “free margin,” and how to groom future owners without selling to PE. Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Jordan Hetrick PK Tech: https://pktech.net• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – Meet Jordan (Phoenix heat, AC woes, and format)• 01:30 – Early IT roots & first paid gig at 15• 03:20 – From chaos to calm: lessons learned over 15 years• 04:32 – COVID shock, flexible credits, and retention• 07:05 – Vertical risk: moving away from dentists• 08:38 – Saying no: pricing big asks and non-fit deals• 10:38 – Market watch: cyber insurers acting like MSPs• 12:42 – Tool discipline: consolidate and adopt with intent• 15:14 – Quoting platform journey (to Quoter/ScalePad)• 16:49 – If starting today: go deep on one vertical (CPAs)• 19:48 – Myths: no, clients shouldn’t text your cell for support• 22:48 – Never-sell mindset & training next-gen owners• 25:37 – Defining success: right-sized growth & succession• 27:27 – Where to invest $100k: sales, marketing, AdWords• 29:00 – Advice for $1M MSPs: know your numbers first• 33:28 – Rapid fire: PSAs, automations, BDR, Roost, EOS• 36:06 – Expensive mistakes & must-track KPIs• 39:00 – Work styles, Windows 11 gripe, and sign-off
🔍 Primary Keywordsmsp growth, vertical specialization, connectwise, cyber insurance, gross profit, service salary to revenue ratio, msp kpis, tool consolidation
🔍 Secondary Keywordsphoenix msp, cpa firm it support, eos traction, time entry hygiene, ticketing best practices, roost automation, quoting tools, scalepad quoter
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #mspprofitability, #operations, #ticketing, #timeentry, #verticalization, #cyberinsurance, #grossprofit, #toolconsolidation, #cpa, #eos, #itconsulting

An MSP founder’s real talk on scaling, avoiding client-concentration risk, and planning the endgame—without losing your love for the work. Perfect for MSP owners nearing or past $1M who want clarity on margin, leadership layers, and sane adoption of AI and 365.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Steve Murphy, Founder & CEO of Whiteboard IT (Buffalo, NY), joins Josh Peterson for a candid, practical playbook on growing an MSP with intention. From “fell into IT” beginnings to building a durable, lifestyle-friendly company, Steve unpacks how to scale beyond the owner—while staying people-first and profit-aware.
👉 Plot your exit options early (sale vs. owner-operator cash-cow) and align hiring, KPIs, and service mix to that target.👉 Avoid client-concentration: how one “unicorn” account nearly broke the business—and the guardrails he uses now.👉 Say “no” with integrity: walking from misfit projects builds trust and protects margins.👉 Cut through AI hype: prioritize fundamentals and security; it’s okay to be a year late and skip the bleeding edge.👉 Leverage Microsoft 365 where it truly drives outcomes, not just because it’s trendy.
You’ll hear practical tactics on dispatcher/tech enablement, purpose-built management layers after $1M, and the KPIs that matter (hello, global utilization). It’s an honest look at leadership, documentation, sales style, and the old-school tools (pen & paper!) that still win in client conversations. “Visit https://beringmckinley.com  for more MSP resources.”
🔗 Resources & Links• Steven Murphy Whiteboard IT: https://whiteboardit.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Intro & why Steve is Guest #100:00:25 – How he “fell into” IT and entrepreneurship00:02:00 – Year 1 vs. today: from survival to strategy00:03:12 – Defining success now: numbers, retirement, options00:05:26 – Retirement ≠ doing nothing: reframing the endgame00:07:38 – The plane-landing analogy: exits and operator paths00:08:42 – Choosing lifestyle mode (for now)00:10:25 – The near-failure: losing a “unicorn” client00:12:35 – When to say no: misfit Teams Phones project00:16:15 – Trust-first sales vs. hype-driven pitching00:17:32 – AI buzz vs. security fundamentals00:19:09 – It’s okay to be late: skipping the bleeding edge00:21:52 – Real gains from Microsoft 36500:22:27 – Advice at $1M: hire management, plan scale00:24:35 – Favorite “old” tool: pen & paper (and why it works)00:26:21 – Rapid-fire hot takes (PSA, docs, KPIs, tools)00:33:30 – Wrap-up & final leadership lesson
🔍 Primary Keywords MSP scaling, MSP exit strategy, client concentration risk, global utilization, Microsoft 365 for MSPs, MSP leadership, managed services profitability, QBR strategy, MSP KPIs, AI security for MSPs
🔍 Secondary Keywords dispatcher workflow, ticket hygiene, service margins, owner operator model, lifestyle business, documentation best practices, ConnectWise PSA, reporting dashboards, lifecycle insights, Buffalo MSP
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspprofitability, #exitstrategy, #globalutilization, #connectwise, #microsoft365, #aisecurity, #qbr, #documentation, #itservices, #serviceleadership, #scaleyourmsp, #entrepreneurship

Learn the repeatable habits that make MSP projects profitable—without burning out your team. Josh Peterson is joined by Ryan and Lewis from Mula to unpack timelines, templates, change orders, and how to keep margin intact from quote to close.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Louis — project management lead at Mula (MSP project platform) — joins Josh Peterson and Ryan to demystify project delivery for MSPs. You’ll hear why “set a real end date” is more than a mantra, how to balance fixed-fee vs. T&M, and the simple reviews that stop margin leaks before they spread. The conversation stays practical: org design, who owns profitability, and how to talk change orders without drama.
👉 Lock timelines early: durations + dependencies + work estimates create on-time delivery.👉 Make reviews routine: lightweight after-action surveys internal + client protect margin.👉 Price it right: when to choose fixed fee vs. T&M and how to recover PM time often 15–20%.👉 Template smartly: start and close every project the same way; add detail where it actually helps.👉 Culture over heroics: teach PMs to handle stress, reset scope, and communicate change orders.If you manage projects inside ConnectWise or similar PSAs, this episode gives you a practical playbook to improve customer satisfaction, hit dates, and raise project margin—consistently.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Louis Bagdonas - Moovila: https://www.moovila.com • Ryan Alter - Silverstream: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome and why projects feel hard00:01 – Guest intro: Lewis Mula and MSP context00:02 – The secret sauce: time entry, ticket hygiene, dispatch00:04 – After-action reviews that actually get done00:05 – Deadlines as table stakes and how to set them00:08 – Fixed fee vs T&M: margin traps and pivots00:11 – Workstation installs: why 2.5 hours lies00:12 – Using templates without over administering00:15 – When customers go dark: holds and cadence00:19 – Dependencies, durations, estimates the critical path00:23 – Ticket granularity vs admin burden Goldilocks rule00:25 – Hire PMs: homegrown vs PMP what works in MSPs00:27 – We can’t afford a PM — fractional time and org design00:30 – Can you charge for PM Yes and how00:33 – Rule of thumb: 15–20 percent PM time and ongoing review00:34 – Who owns profitability Everyone00:36 – Change orders equals proactive client communication00:42 – SOW vs scope human speak plus kickoff00:48 – Dedicated project techs vs shared pool00:49 – Daily 15–30 minute huddles to align resources00:50 – Wrap up and handout mention
msp project management, msp profitability, fixed fee vs t&m, change orders
connectwise projects, project templates, after action review, project margin
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #projectmanagement, #connectwise, #changemanagement, #fixedfee, #timeandmaterials, #dispatch, #timeentry, #qbr, #operations, #ticketing, #dependencies, #templates, #customersuccess, #profitability, #mspprofit
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If your ConnectWise feels complex but your data still stinks, this one’s for you. Josh Peterson and guest Ryan Alter break down the most common setup mistakes that quietly wreck reporting, billing accuracy, and profitability—and exactly how to fix them fast.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog 
Featuring Ryan Alter, CEO of SilverStream AV (https://www.silverstreamav.com).This episode turns “you’re ConnectWising wrong” into a practical checklist for cleaner data and higher margins. Josh and Ryan walk through BMK-tested standards that simplify boards, tighten ticket hygiene, and make your PSA a real decision engine. You’ll hear why fewer service boards outperform sprawling setups, how member cost and agreement additions unlock real AGP, and the simple cadence that keeps statuses and time tight without “micromanaging.”
👉 Shrink the board sprawl: when to create a new board vs. use views👉 Set member cost correctly (W-2 + light load) to unlock true AGP/EHR👉 Use types/subtypes/items to justify upgrades and guide dispatch👉 Put costs on Agreement Additions and keep them updated for AGP clarity👉 Budget hours + due dates = realistic scheduling, better project outcomes
Clean inputs drive better invoices, faster approvals, and confident decisions—from renewals to refreshes. Implement the small fixes, and ConnectWise finally pays you back in visibility and profit.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Ryan Alter, CEO of SilverStream AV: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – Why “your ConnectWising is wrong”• 00:45 – Data vs. speed: why hygiene beats flashy workflows• 03:20 – Types/Subtypes/Items to justify upgrades and trends• 06:20 – Agreement additions with costs for real AGP• 09:00 – QuickBooks integration and GL mapping fundamentals• 12:10 – Member cost setup (what to include—and not)• 18:00 – Fixed-fee pitfalls and estimating with budget hours• 20:10 – Fewer service boards, smarter views• 30:00 – Status discipline, SLAs, and workflow triggers• 35:00 – Budget & due dates for planning and sales feedback• 42:30 – Owner mindset: care about the numbers or go analog
connectwise setup, msp operations, agreement gross profit, ticket hygiene
member cost connectwise, service boards, effective hourly rate, psa configuration
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #psa, #tickethygiene, #serviceboards, #dispatch, #agreementgrossprofit, #ehr, #projectprofitability, #workflows, #operations, #datadrivenmsp, #qbr

Time-entry isn’t a tech problem—it’s a leadership and systems problem. In this episode, Josh Peterson and guest Ryan Alter unpack a practical playbook for fixing time entry, tightening dispatch, and turning cleaner data into higher margins. If you run an MSP, you’ll learn exactly what to implement this week to improve utilization, AGP, and client experience.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog 
This conversation reframes “enter your time” from nagging to management, outlining how cadence, clear standards, and dispatch ownership drive real change. Josh and Ryan share the BMK standards for entry, submission, review, and approval—and show why inspecting at the same rate you expect is the linchpin for culture and profitability. You’ll also hear how charge codes (and banning the catch-all “admin”) expose hidden work, justify dispatcher coverage even for small teams, and improve agreement gross profit (AGP) and effective hourly rate (EHR).
👉 Why time entry is a leadership/system issue—not a tech issue👉 The dispatcher’s true job: owning tickets, the day, and the hours (even in small teams)👉 The daily review cadence (11:00, 2:00, 5:00) and how to intervene with grace—without “micromanaging”👉 BMK time standards: 8 hours/day, 40 hours/week; submit Fridays 5:00 p.m.; approve Mondays 10:00 a.m.👉 Use charge codes (and never “admin”) to reveal non-client work, tighten processes, and raise EHR/AGP
Clean time data fuels billing accuracy, project profitability, agreement pricing, and defensible reporting—while making life better for clients and technicians. Adopt the cadence, hold the standards, and stop saying “enter your time”; manage it.“Visit https://beringmckinley.com  for more MSP resources.”
🔗 Resources & Links• Ryan Alter/SilverStream AV: https://www.silverstreamav.com • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why “enter your time” doesn’t work00:45 – The leadership problem behind time entry03:20 – Dispatcher ownership: tickets, day, and hours08:10 – The 11/2/5 review cadence (inspect what you expect)12:30 – BMK standards: entry, submit, approve, review15:00 – Charge codes vs. “admin,” AGP/EHR wins
msp time entry, dispatcher model, agreement gross profit, effective hourly rate
connectwise time tracking, ticket hygiene, billable utilization, msp operations
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #timeentry, #dispatcher, #serviceoperations, #mspprofitability, #agreements, #ehr, #agp, #tickethygiene, #utilization, #projectprofitability

Time-entry isn’t a tech problem—it’s a leadership and systems problem. In this episode, Josh Peterson and guest Ryan Alter unpack a practical playbook for fixing time entry, tightening dispatch, and turning cleaner data into higher margins. If you run an MSP, you’ll learn exactly what to implement this week to improve utilization, AGP, and client experience.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog 
This conversation reframes “enter your time” from nagging to management, outlining how cadence, clear standards, and dispatch ownership drive real change. Josh and Ryan share the BMK standards for entry, submission, review, and approval—and show why inspecting at the same rate you expect is the linchpin for culture and profitability. You’ll also hear how charge codes (and banning the catch-all “admin”) expose hidden work, justify dispatcher coverage even for small teams, and improve agreement gross profit (AGP) and effective hourly rate (EHR).
👉 Why time entry is a leadership/system issue—not a tech issue👉 The dispatcher’s true job: owning tickets, the day, and the hours (even in small teams)👉 The daily review cadence (11:00, 2:00, 5:00) and how to intervene with grace—without “micromanaging”👉 BMK time standards: 8 hours/day, 40 hours/week; submit Fridays 5:00 p.m.; approve Mondays 10:00 a.m.👉 Use charge codes (and never “admin”) to reveal non-client work, tighten processes, and raise EHR/AGP
Clean time data fuels billing accuracy, project profitability, agreement pricing, and defensible reporting—while making life better for clients and technicians. Adopt the cadence, hold the standards, and stop saying “enter your time”; manage it.“Visit https://beringmckinley.com  for more MSP resources.”
🔗 Resources & Links• Ryan Alter/SilverStream AV: https://www.silverstreamav.com • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why “enter your time” doesn’t work00:45 – The leadership problem behind time entry03:20 – Dispatcher ownership: tickets, day, and hours08:10 – The 11/2/5 review cadence (inspect what you expect)12:30 – BMK standards: entry, submit, approve, review15:00 – Charge codes vs. “admin,” AGP/EHR wins
msp time entry, dispatcher model, agreement gross profit, effective hourly rate
connectwise time tracking, ticket hygiene, billable utilization, msp operations
#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #connectwise, #timeentry, #dispatcher, #serviceoperations, #mspprofitability, #agreements, #ehr, #agp, #tickethygiene, #utilization, #projectprofitability

Most MSPs aren’t failing the tech—they’re leaking profit on the math. In this candid convo, Josh Peterson and guest Ryan (former MSP owner in Missoula, MT) break down the two numbers that decide whether your agreements win or wipe out: AGP and EHR. If you lead a service team or price agreements, this one will sharpen your margins fast.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway belowhttps://beringmckinley.com/bering-mckinley-podcast-blog
In this “Don’t Be That Guy” session, Josh Peterson sits down with Ryan, a former MSP owner who scaled from a one-man shop to 25 people, to unpack why many MSPs “suck” at managed services—not in uptime or security, but in unit economics. They show how to treat your recurring revenue like a portfolio, and how two metrics—Agreement Gross Profit (AGP) and Effective Hourly Rate (EHR)—should drive pricing, dispatch, and staffing decisions. Guest highlight: Ryan, former MSP owner (Missoula, MT), brings hard-won lessons from two decades of growth, staffing, and project execution.
👉 Why AGP (agreement revenue − licensing − labor) is your north star and why 65% is a healthy target👉 How to calculate EHR (agreement revenue − licensing) ÷ hours and why it must be ≥ your standard rack rate👉 The 33% Service Salary to Service Revenue ratio (SSSR): the single metric that predicts team health and profitability👉 Dispatch as a profit lever: matching technician cost/skill to ticket value, and stopping margin creep from “shiny tool” add-ons👉 Revenue recovery & portfolio mindset: spotting low-AGP agreements, re-pricing, and protecting margin without tanking CSAT
Natural keywords: MSP profitability, managed services pricing, ConnectWise reporting, AGP/EHR targets, service gross profit, utilization, dispatcher training
🔗 Resources & Links• Ryan Alter - Silverstream: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & why “you suck” = profit math, not tech03:00 – Ryan’s background: hourly vs. recurring in a 25-person MSP05:45 – AGP formula, setup pitfalls, and the 65% target10:30 – “More revenue” myth vs. margin reality13:45 – Fixing PSA data so AGP is trustworthy17:20 – License creep, shiny tools, and pricing discipline20:00 – Dispatch as a lever: senior vs. junior tech tradeoffs24:30 – EHR redefined and why it must meet/exceed rack rate33:10 – Rate multipliers, discounts, and preserving 33% SSSR40:15 – Balancing utilization, CSAT, and employee health47:30 – AGP ↔ EHR don’t always correlate—how to diagnose51:00 – Action plan: measure, set targets, and do revenue recovery
🔍 Primary Keywordsmanaged services profitability, agreement gross profit, effective hourly rate, connectwise agreement gross profit report, msp pricing strategy, service salary to service revenue ratio
🔍 Secondary Keywordsmsp dispatch best practices, recurring revenue portfolio, revenue recovery, service gross profit, utilization, dispatcher training, managed services targets, msp financial metrics
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #managedservices #msp #agreementgrossprofit #effectivehourlyrate #connectwise #mspfinance #recurringrevenue #dispatch #pricingstrategy #serviceprofitability #mspsales #mspowner #psa #mspgrowth #grossprofit #utilization #kpis #techservices

In this kickoff episode of the Bering McKinley Vision Podcast, host Josh Peterson, CEO of https://beringmckinley.com, sits down with Ryan Alter, a former MSP owner who successfully exited after running a contrarian, hourly-based model. Together, they unpack why the business of managed services often underperforms—and what MSP owners can do to fix it.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below. For more MSP resources and expert consulting, visit https://beringmckinley.com/bering-mckinley-podcast-blog https://beringmckinley.com
With two decades of consulting experience across 5,000 MSPs, Josh shares hard-won insights into profitability, pricing, and process discipline, while Ryan reveals the levers that made his service department outperform industry norms.
👉 Redefine success beyond predictable cash flow👉 Fix the “agreement gross profit” blind spot👉 Use data-driven levers—time entry, ticket hygiene, dispatch, and pricing—to drive true margin
You’ll learn how Josh and Ryan:• Diagnose managed-services profit leaks using AGP and EHR formulas• Train dispatchers and techs to identify out-of-scope work and recover lost revenue• Structure service buckets—recurring, project, and hourly—for balanced growth• Prepare clean metrics and systems that boost valuation at exit
Whether you’re an MSP owner tired of razor-thin margins, a service manager seeking clarity in your numbers, or an operations leader chasing sustainable profit, this episode breaks down the formulas, frameworks, and mindset shifts to make managed services work for you.
🔗 Resources & Links• Josh Peterson - Bering McKinley: https://beringmckinley.com• Ryan Alter - Silverstream AV: https://www.silverstreamav.com/
⏱️ Chapters00:00 – Welcome & why “managed services sucks”04:26 – Meet Ryan and his hourly model success11:30 – Understanding AGP and EHR for profitability18:45 – Why perfection matters in PSA setup and time entry26:10 – Using hourly pull-through as a profit lever33:40 – Training dispatchers & techs on out-of-scope work41:05 – Projects, pricing discipline & client education48:20 – The real math behind margin and valuation52:09 – Selling your MSP & being exit-ready55:49 – Wrap-up and next episode preview
🔍 Searchable Topics & Tagsmanaged services profitability, agreement gross profit, effective hourly rate, ConnectWise, dispatch training, time entry discipline, MSP consulting, service department margins, project profitability, MSP exit planning
#msp  #managedservices  #profitability  #connectwise  #BeringMcKinley #AGP #EHR #MSPConsulting #MSPOperations #mspgrowth