Show Notes:
“Grab It Like You Own It!”
In this episode, Todd Clark, President of DenaliTEK, shares his journey from being a commercial fisherman in Alaska to running a thriving MSP business. Clark’s philosophy, “Grab it like you own it,” is not just a catchy phrase but a guiding principle—one that’s helped him scale his business and overcome challenges. Tune in to hear actionable tips for achieving your first million and beyond!
Key Themes and Insights
“Grab It Like You Own It”. Originating from Clark’s fishing days, this mantra underscores the importance of taking full ownership in every aspect of your business. The mindset shift it created helped Clark push through challenges, both in life and in business.
Lessons on Scaling an MSP. Doing the hard work yourself in the beginning is essential to understanding all of the essential processes of running a business. However, delegation is the key to surpassing the $1M mark—but knowing what to hold onto and what to let go is critical.
Client-Centric Growth. Establish strategic business reviews that focus on client needs and value, not just sales. Asking clients, “Are we referable?” during reviews is a great way to build better relationships and gaining referrals.
Actionable Takeaways for MSP Owners
- Data-Driven Marketing Wins the Day
- Track everything: from dials per hour to conversion rates for SDRs.
- Refine your prospect list meticulously, even if it means manually scrubbing data.
- Price Adjustments Done Right
- Use metrics like profitability and CPI adjustments to justify price increases.
- Communicate changes clearly to clients; most will understand if the value is there.
- Building a Team That Delivers
- Hire for specific roles like VCIO or operations management to free yourself for growth-focused tasks.
- Develop a repeatable training program for SDRs or appointment setters to ensure consistent results.
What’s Next for DenaliTEK?
- Maintaining a balance between profitability and revenue growth, ensuring the company’s financial health aligns with the industry’s Rule of 40 (combining net profit percentage and top-line revenue growth to exceed 40%).
- Building on a 20% annual growth goal, DenaliTEK is leveraging refined marketing and sales processes to capture new clients and expand services to existing ones.
- DenaliTEK will continue streamlining internal processes, refining metrics, and fostering team pride in operational excellence—like keeping the ticket board clean with minimal escalations.
Clark’s story is proof that taking ownership, building a strong team, and staying committed to client value can propel any MSP to new heights. Don’t miss his candid advice on navigating growth, delegation, and leadership.
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