The Challenge We All Face as vCIOs
As vCIOs, we love tech! But let’s be honest: clients don’t care about IT like we do. For them, it’s about one thing: how IT makes their business better.
Here’s the real question: Are we truly delivering what they care about?
From IT Projects to Business Results
Let’s take a simple example: migrating a file server to Microsoft 365 SharePoint and OneDrive.
For most MSPs, the job feels done once the files are successfully moved. But for the client, the project isn’t about where the files are stored—it’s about what their team can do once they’re on SharePoint and OneDrive.
Think about the real outcomes that matter to them:
- Co-editing files to speed up teamwork.
- Accessing documents from any device, anywhere.
- Using version control to avoid costly mistakes.
- Sharing files with clients or suppliers easily without endless email chains.
- Etc.
Here’s the kicker: The project isn’t over until the client’s team is fully using these tools and seeing the benefits in their daily work!
Mindset Shift
As vCIOs, we’re not just IT managers—we’re strategic partners. And if we want to stand out, we need to deliver more than tech—we need to deliver results that matter.
When you shift your mindset to focus on business outcomes, you:
- Build trust with your clients by aligning with their goals.
- Drive better results because the work you do has real business impact.
- Differentiate your MSP as one that truly cares about their business.
- Dramatically increase client retention!
The vCIO Process
This shift doesn’t happen by accident. To uncover the outcomes your clients care about, you need a proven process—and that’s where the vCIO framework shines. Learn more about our proven vCIO process.
One of the best tools in your arsenal is the strategic alignment session. During this session, you:
- Ask the right questions to understand the client’s goals and challenges.
- Listen to uncover what business outcomes they value most.
- Align your IT projects to their priorities, so every solution drives results.
This isn’t about selling more services or finishing projects faster—it’s about ensuring your work has a tangible impact on their business.
So, here’s the takeaway: IT isn’t the end—it’s the means to an end. The next time you’re planning or proposing a project, stop and ask yourself: “What business outcome is the client looking for?”
Your clients don’t just need IT. They need outcomes. Make the shift!
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Simon is the President of S3 Technologies, a leading Canadian MSP he co-founded in 2003. He built and scaled the vCIO team which eventually lead to him co-founding Propel Your MSP in 2018 to help MSPs with their vCIO services.
