by Gil Cargill, Sales Acceleration Coach, Cargill Consulting Group, Inc.
That truly is the question that a lot of MSPs, VARs and IT Consultants are confronting today. As the world views services provided by our industry as commodities, it's becoming increasingly difficult for professional service providers to make the transition from a practice to a business.
First, allow me to clarify a definition. A practice is a business model wherein the owner makes money when he/she works. A business, on the other hand, is a business model wherein the owner makes money and increases his/her wealth as a result of the business entity performing the work. So, the trick that many professional service providers wish to achieve is to transition their practice into a business.
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