Here’s how to win over the existing IT team when pitching your co-managed IT services to a client

MSP Advantage Program, , ,

Last month we discussed how to pitch your IT services successfully to prospects that already have an IT team in-house. If you missed reading that blog, you can check it out here. This week we discuss how you can overcome the resistance you may face from the in-house IT personnel themselves. It is important to win the trust of the in-house IT staff of your prospect, because they are definitely going to have a say in bringing an MSP onboard. Your client will rely on their in-house IT staff to provide them with an objective opinion. Bringing an MSP onboard is bound to ruffle a few feathers with your prospect’s in-house IT team members. A lot of them may become insecure and worry about losing their jobs. The fear of a pink slip may make them averse to transition. So, it is extremely important that you have them on your side, and that, they don’t see you as a threat to their positions in the client company. Here’s how you can do it.

Win their trust by showing them how you can help them

In order to win the trust of your prospect’s existing IT team, you need to convince them that you are not there to usurp their positions but to make things easier for them. Here are some arguments that you can share with your client’s existing IT team.

  • Their company is growing and that growth is good for everyone, including the members of the IT team. But, it just doesn’t make sense for them to add more staff to the existing IT team, so you, the MSP is there to help. 
  • As their MSP, you will take over a major chunk of the mundane IT activities such as regular backups, updates and patches, while they, the in-house IT team can focus on what really excites them–new technology. 
  • No one knows the client company better than the in-house IT team and so they will always remain a key technology driver for the organization and you, the MSP, will be a facilitator helping them put their ideas into action. 
  • To further win their trust, treat the IT team as a key decision maker in your meeting and pitches. Help them understand that they are playing an important role to make this transition a success. When you give them the importance and consider their opinions, they are less likely to view the transition in a negative light.

If you help the internal IT team see you as a team member, or a  partner in their success, they are more likely to welcome you with open arms.