As we reach the midpoint of the year, it’s the perfect time to pause and evaluate where your business stands. Earlier this year, I talked about building a business plan, and at the end of the first quarter, I encouraged you to assess your progress against that plan. Now, with half the year behind us, it’s time to take stock of where you are versus where you wanted to be—especially from a financial perspective.

Why now? Two reasons:

1. We’ve worked long enough to have a meaningful sample size.
2. There’s still time to make significant changes if needed.

As we move into the second half of the year, it’s crucial to ask yourself some key questions:

• Have you signed the number of clients you aimed for?
• Have you hired the people you needed?
• Have you implemented the processes required to grow your business?
• Have you done enough lead generation to keep your pipeline full?

Not everything goes according to plan, and that’s okay. It’s important to understand where you are, celebrate the wins, and learn from the challenges. Use this time to rebuild your plan for the second half of the year. The next few weeks, while many are on vacation, are an excellent opportunity to lay the groundwork for a strong finish to the year.

Here are some actionable steps to consider:

• Schedule at least one lunch meeting per week to build relationships.
• Call a potential referral partner who shares your target client base.
• Identify one process to improve within your business.
• Create one piece of thought leadership content to engage prospects.

Metrics to evaluate your progress:

• Gross margin
• EBITDA
• Net new clients
• New seats added to your business
• Project revenue vs. pipeline

One of the most common challenges MSPs face is a lack of sales, which often stems from insufficient leads. To address this, focus on a multifaceted approach to lead generation:

• Build a strong ground game by asking for smart referrals.
• Expand your personal network through networking events.
• Connect with businesses that share your target client base.
• Align your website and social media content with your target audience.

Groundwork you lay now will set you up for success not just in the second half of the year but also into 2026. Take time to reflect, plan, and execute. The effort you put in today will pay dividends in the months to come.

Upcoming Webinar

I am fortunate to know some extremely smart legal folks that live in the MSP space. I have a webinar coming up with Anne Hall from IT Agree next week. I’d love to have you join us!

Click Here to sign up for the webinar.

Recent Content

I’m a bit behind on the pricing calculator, but it is coming. Soon. I promise.

I have recently released some videos and blog posts that might be helpful to you. Here are some recent releases:

• M&A Integration Lessons Learned: YouTube
• AI Thought Leadership: YouTube
• Gross Margin Revisited: Blog Post | YouTube
• I had some great conversations at Pax8 Beyond that I recorded. Here they are:
  • Conversation with Juan Fernandez on the future of MSPs
  • Conversation with Brad Gross about all things legal
• Lastly, I’ve started a podcast with Natalie Hell (one of my good friends and industry thought leader) to talk about things that we have been discussing in our Peer Groups. Here’s the playlist to that podcast.
  • Playlist | Podcast Main Link

Connect With Me

As always, I’m here to help you navigate the challenges of running an MSP business. Consider subscribing to stay updated on these resources and more. Here’s to a productive and insightful year ahead!

• LinkedIn: https://linkedin.com/in/ahannemann
• YouTube Channel: https://youtube.com/@adam-rambles

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Adam