Managed service providers used to have the benefit of very little competition. In a new market with limited options available, it was easy for a company to attract new clients wherever and whenever they wanted at times. Unfortunately, for those in the management solutions industry the rise of a vast amount of companies engaging in the same business has cut into the available customer base.
It’s no longer enough to just offer reliable contingent workforce management services, even though they make up more than 40% of the U.S. workforce, according to the U.S. Government Accountability Office. You have to able to prove you’re better, or cheaper, than the other guy right behind you. As most people in business avoid reducing the cost of their services the next best option you have to attract new clients is by standing out in the crowd. Here are three ways to do just that, with the help of information from the industry information resource MSPmentor.net.
1.) Focus On One Industry: The demand for managed service providers will be high across virtually every industry as about 90% of all firms utilize some type of freelance or contracted talent (66% of which work in a full-time capacity). Instead of marketing yourself as a general provider, select one field and focus on establishing yourself as a go-to resource. While you’ll be cutting the overall base of potential customers, you’ll position yourself as a more attractive company for the businesses in whatever industry you choose.
2.) Become an Expert in the Field: Once you’ve chosen the industry it’s time to cement your reputation as an expert in the area. This means more than just being a great managed service provider, but a great one for that industry. You need to know all the ins and outs as far as regulations, taxes, and specific laws that relate to it. People from the businesses you’re trying to attract will be able to tell very quickly whether or not you’re familiar with their industry and the more you can impress them with your knowledge of it, the better chance of closing a deal.
3.) Incredible Customer Service: No matter what kind of business you’re in at the end of the day it’s all about customer service. Even if you have the best product or service in the world, if people don’t like dealing with you as a person (and that includes all your employees) they will eventually move on to another provider. Your interactions, and those of your workers who are an extension of you, need to be helpful, friendly, and overall positive 100% of the time. At least that should be the goal.
Once you’ve established yourself as an authority in one area, then it’s not a bad idea to branch out and begin work on another. And so on and so forth.