Guest Column | February 14, 2014

4 Steps to Building a Profitable Services Business

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By Justin Crotty, Senior Vice President and General Manager, NetEnrich

I don’t know of any IT solutions provider that has entered the services business to lose money. Yet for some, building a profitable IT services business hasn’t come easy.

As a sales executive, I’ve spent a lot of time with VARs and MSPs in the trenches, talking about the challenges they face, and what they need to build a successful and profitable, services business. During these conversations, I’ve learned that one of the top obstacles many solutions providers face is this: failure to account for hidden costs associated with their services businesses, such as the extra time they spend during the onboarding process to ensure customer satisfaction.

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