Juan Fernandez grew his MSP from zero to $20 million in just six years by flipping the traditional approach – starting with profit metrics and working backwards. He shares tactical advice on setting revenue thresholds before hiring, identifying operational gaps in client businesses, streamlining service portfolios to prevent staff chaos, asking sales questions that highlight your strengths, and maintaining margins without discounting. In this episode you'll learn practical strategies to build profitability into every client relationship from day one.

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