SYS-CON MEDIA Authors: Elizabeth White, Yeshim Deniz, Liz McMillan, William Schmarzo, Dana Gardner

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I DO: 10 Tips for Mastering the MSP Proposal Process

I_DO-_10_Tips_for_Mastering_the_MSP_Proposal_Process.jpg 

"Hi, it's nice to meet you. Want to get hitched?"

Excusing the special genre of reality television that brings total strangers together in holy matrimony, what if this was how marriage proposals worked? What if we didn't take the time to build a solid relationship foundation before walking down the aisle. Think about how awkward it would be to stand in front of two-hundred of your friends and family members, after taking out a second mortgage on your house just to afford the venue, only to find out that you and your nearly-betrothed aren't suited for one another at all.

"Wait, before we say our 'I Dos,' you didn't want kids. I'm not making that up, right?"

Before entertaining the idea of a marriage proposal, couples typically make sure their life plans match up. Try getting down on one knee a week into dating, and see how your success rate compares a few years later. The same principle applies when it comes to the MSP proposal process. Too often, IT solution providers opt for the "quickie" Vegas wedding approach and try to "put a ring on it" without truly knowing who they're writing their vows for. Are you taking the time to learn what your prospects need? If they have cold feet, are you addressing those concerns?

Read the original blog entry...

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Continuum is the technology industry's only channel-exclusive provider of fully integrated managed IT services, allowing its Managed Services Provider (MSP) partners to maintain both on premise and cloud-based servers, desktops, mobile devices and other endpoints for small-and-medium-sized businesses. For more information, visit http://www.continuum.net/ or follow us on LinkedIn and Twitter @FollowContinuum.

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