How to Guarantee Results for Your MSP Clients Using the F.I.R.S.T. Framework
Imagine telling a client, “I can add $100,000 to your revenue.”
Imagine telling a client, “I can add $100,000 to your revenue.”
How easy would it be to close the deal?
The secret to guaranteeing results lies in one key principle: working with the right clients.
Not every client is a good fit and knowing how to identify high-potential opportunities can make the all the difference between a thriving MSP business and one that constantly struggles.
That’s where the F.I.R.S.T. Framework comes in—a simple system for qualifying clients who are ready for success.
What Is the F.I.R.S.T. Framework?
The F.I.R.S.T. Framework evaluates potential clients based on five key criteria to ensure you're working with those most likely to succeed.
Funds
Do they have the financial resources to afford your services and implement your recommendations?Impact
Can you deliver the results they need? Are their goals aligned with your expertise?Rapport
Is there mutual trust and respect? Do you genuinely enjoy working with them?Scale
Does the client have a network or community that can lead to referrals or further opportunities?Timing
Are they ready to move forward now with a clear and immediate need for your services?
How to Apply F.I.R.S.T. in Your MSP Business
The F.I.R.S.T. framework is more than a checklist—it’s a strategy for aligning with the right clients and driving meaningful results.
Here’s how to get started:
Step 1: Create a Clear Offer
Focus on outcomes your clients care about, like saving money or boosting productivity.
Examples:
“We’ll help you save 20% on IT expenses in 90 days.”
“We’ll find $100,000 in untapped revenue opportunities in your IT strategy.”
Then, build a simple landing page centered on this offer.
Your landing page should highlight the value you deliver and include a call-to-action like:
“Let’s solve your IT challenges in just 10 minutes.”
Step 2: Pre-Qualify with a Discovery Call
Use a 10-minute discovery call to assess the client’s fit using F.I.R.S.T.:
Funds: “What’s your budget for IT services?”
Impact: “What’s your primary goal for the next quarter?”
Rapport: “Have you worked with IT providers before? If so, what did you like or dislike about the experience?”
Scale: “Do you have a network or customer base you’re actively growing or leveraging?”
Timing: “Who else needs to be involved in this decision, and when are you looking to start?”
If they’re a fit, schedule a 45-minute follow-up call to dig deeper and close the deal.
Step 3: Focus on the Right Clients
After the call, evaluate their alignment with F.I.R.S.T.:
If they’re not a fit, explain why and provide guidance on what they can improve to work with you in the future.
If they are a fit, move forward confidently, knowing they have the potential for success.
Avoiding “Savior” Syndrome
Trying to “save” struggling businesses is a recipe for frustration.
Instead, focus on businesses that:
Have a track record of success.
Are already investing in growth.
Can afford to work with you.
Your role is to accelerate their success—not to fix a broken business.
Delivering Results for Qualified Clients
Once you’ve qualified a client, focus on driving measurable outcomes.
Identify Quick Wins
Analyze their current IT setup for easy optimizations. For example, reducing inefficiencies could save them thousands.Expand Their Reach
Strengthen their IT systems to help them serve their customers better, attract new clients, and build partnerships.Measure and Communicate Results
Use metrics like reduced downtime or increased revenue to show tangible value.
Leverage Their Scale for Referrals
With the groundwork in place, it’s time to harness the Scale element of the F.I.R.S.T. framework by turning your satisfied clients into referral champions. Here’s how:
VIP Referral Program
Reward referrals with exclusive benefits, like a free month of service after 90 days. It’s an easy way to incentivize introductions while showing appreciation.Collaborative Events
Partner with clients to host webinars, workshops, or lunch-and-learns. They invite their network, you share valuable insights—everyone wins, and you gain exposure to potential leads.Case Studies and Testimonials
Highlight client success with measurable results (e.g., “50% downtime reduction”). Share these stories with their network to demonstrate your expertise and build credibility.
By using these referral strategies, you’ll help your clients expand their influence while growing your business at the same time.
Why F.I.R.S.T. Works
F.I.R.S.T. aligns your expertise with clients who are ready to succeed.
The result?
More wins.
Better referrals.
A reputation as the MSP business owners trust to deliver results.
Ready to Get Started?
Start using the F.I.R.S.T. framework today to qualify your clients and guarantee results.
Focus on high-quality opportunities and watch your MSP business thrive.
Struggling to find clients?
It all starts with building a great offer.
Check out this article on how to learn how to craft offers that convert.
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