Entering an MSP (Managed Service Provider) program is a significant achievement, but the journey to success is just beginning. What distinguishes a prosperous MSP partnership from the rest? This guide delves into the essential elements that can make or break your MSP collaboration. Whether you're a seasoned supplier or a newcomer, understanding these crucial facets will set you on the path to success.

Now that you're an integral part of the program, it's essential to comprehend what truly defines a successful MSP partnership. Congratulations on your entry, but remember, the real challenge lies ahead. Here, we outline four key areas to concentrate on:

Compliance: Ensuring 100% compliance with the MSP program is non-negotiable for any vendor. This encompasses adherence to every aspect of the Master Service Agreement (MSA), from mark-ups and rate cards to insurance requirements and onboarding/termination procedures. Perhaps the most critical factor is understanding and respecting the rules of engagement. In over two decades of supporting MSPs, one common pitfall is not following these rules, which often leads to suppliers being penalized with time in "Vendor Prison" or, in more severe cases, expulsion from the program. Remember, adhering to the rules of engagement is your ticket to staying out of vendor prison.

Communication: True partnership demands transparency and proactivity in your interactions with the MSP. This entails raising issues or concerns before they escalate to the MSP or Program Managers. Honesty about the skills and roles you excel in is crucial, even if it means withdrawing from a program that doesn't align with your strengths. A genuine partner shares meaningful market intelligence, even when it may not directly benefit them, and identifies potential sales opportunities.

Delivery: Strong fundamentals within your delivery team are paramount to success. It's essential to know your candidates inside out, understanding their strengths and the types of companies and environments where they excel. Depending on the role, conducting multiple interviews and involving subject matter experts can ensure the submission of high-quality candidates. Additionally, conducting reference checks before submission is highly recommended.

Retention: High turnover comes at a considerable cost. Often, making a placement that doesn't result in a long-term hire can be more detrimental than not filling the position at all. Turnover is frequently avoidable and can be attributed to several factors:

  1. Lack of in-depth knowledge about candidates, relying solely on their skills.
  2. Prioritizing speed over quality in placements, even if a candidate doesn't meet technical or experiential criteria.
  3. Insufficient contact with candidates after they've started, leads to an "out of sight, out of mind" situation. Regular meetings and conference calls are essential for maintaining communication with all employees.

Success in an MSP partnership hinges on meticulous attention to compliance, open communication, impeccable delivery, and a focus on retention. By following these guidelines, you can not only avoid pitfalls that lead to vendor penalties or expulsion but also establish a strong, enduring partnership that benefits both you and the MSP program. Remember, success in the world of MSPs is a two-way street, and nurturing these key areas will pave the way for fruitful collaborations.

About Rang Technologies

Rang Technologies, based in New Jersey, has dedicated over a decade to delivering innovative staffing solutions and the best talent to help businesses of all sizes unlock the full potential of the latest technologies and build high-performing teams to achieve their digital transformation goals.