Show Notes:
Get Out of Your Own Way & Scale to Success
In this episode, Wayne Hunter, founder and CEO of AvTek Solutions, shares his 20+ year journey of building a successful MSP from the ground up. From surviving economic downturns to transitioning to fully remote operations, Hunter reveals the biggest challenges, lessons, and strategies that helped him scale his business, learn to delegate, and maintaining a strong company culture.
Key Themes and Takeaways
The Hardest Part? Getting Out of Your Own Way. Letting go of control and trusting employees is critical to scaling. As an owner, “you’re the chief, bottle washer, cook, you name it—you’re everything,” says Hunter. “The hardest thing to do is let go of those hats [and delegate].”
Building a Strong Company Culture (Even Remotely). AvTek has been fully remote since 2017, thanks to employee feedback. Despite that, the MSP maintains a strong company culture. “Every morning that rolls around, I say good morning to everybody through Teams, every individual person,” says Hunter. And, twice a year, he brings all employees and their families together for a “State of the Union” retreat. “I bring my employees, their spouses, their kids, and their dogs together at one location. We have two work days and two family days together,” he explains.
Hiring & Scaling the Right Way. AvTek hires for personality first, skills second. Skills can be trained, but culture fit is essential. “I look for people that fit the culture and have the ability to learn,” says Hunter. “I can teach them the cognitive piece, the part about the technology; I can’t teach them the personality traits.”
The Power of Process & Systems. Hunter’s business runs on a workflow model he created in 1992—and it’s still used today! Every new tool, workflow, or hire must fit into the business process, or it’s out. “If there’s an issue, every person knows what their role is, within that overall workflow,” Hunter says.
Actionable Takeaways for MSP Owners
- Delegate & Trust Your Team
- Hire key roles (security, operations, sales, and marketing), so you can focus on leadership.
- Encourage employees to speak up—Hunter’s staff asked for remote work, and it transformed his company.
- Focus on Relationships, Not Just Sales
- In tough times, strong client relationships can keep your business alive. “I treat everybody as family: my family, my employees, and my customers. I treat everybody the same, and that has a lot of value,” says Hunter.
- Embrace Process & Automation
- Every successful MSP needs structured workflows. Create repeatable systems for sales, service delivery, and operations.
- Never Stop Learning
- Read books, attend industry events, and surround yourself with successful peers.
- Find a mastermind group to share ideas and avoid feeling isolated as an MSP owner. “Too many entrepreneurs out there are afraid that if they talk to someone else, a competitor or whatever, that they’re giving away everything and they’re going to lose their business,” says Hunter. “It’s actually the opposite.”
What’s Next for AvTek?
Hunter is focused on rounding out his leadership team with a VP of Sales and expanding the company’s compliance division. His long-term goal is to continue growing the business while stepping back from day-to-day operations, ensuring that AvTek runs smoothly without his constant involvement.
Hunter’s story is proof that trusting your team, focusing on client relationships, and implementing strong processes can transform an MSP. Whether you’re just starting out or scaling past $1M, his insights will help you get out of your own way and build a business that thrives.
Enjoyed this episode? Subscribe for more MSP success stories and visit MSPSuccess.com for additional resources! If you missed the last episode, tune in here to for an exclusive episode with three MSPs on scaling for success.