Stop Losing Money On Clients (EP 998) cover art

Stop Losing Money On Clients (EP 998)

Stop Losing Money On Clients (EP 998)

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Summary

 I sat down with Larry Cobrin, founder and CEO of MSPCFO, to unpack how MSPs can turn messy PSA data into a clear picture of which clients are actually profitable and which ones are quietly draining the business. Larry broke down the idea of treating clients like a portfolio, normalizing profitability with contribution per hour, and using that lens to decide whether to improve, protect, or let go of certain accounts. We also talked about how this ties directly into EBITDA and exit planning, especially as more private equity money flows into the MSP space and buyers expect real, reliable reporting instead of gut feel. I shared my own story about firing my largest client when the time and revenue just didn’t line up, and we connected that experience back to the numbers Larry sees every day inside MSPCFO. From there we shifted into AI, the risks of “DIY analytics,” and why confident answers from dirty PSA data can be more dangerous than having no data at all. Florida Man Working as a Ransomware Deploys Ransomware and Extorts U.S. Victims https://linkly.link/2hlAQ Chapters 00:30 Welcome to the IT Business Podcast00:59 Beyond the Buzzwords04:53 Shout Outs and Announcements06:38 Introducing Larry Coburn08:24 Understanding Client Profitability12:57 Contribution Per Hour Explained17:09 Internet Issues and Client Stories23:38 Florida Man Story27:30 Returning to Larry Coburn34:53 The Value of Client Portfolios38:23 AI and MSP Profitability43:35 Larry's Journey to MSP CFO50:24 Upcoming Events and Appearances53:29 Closing Thoughts and Thanks Guest: Larry Cobrin, MSPCFO Website: https://www.mspcfo.comLinkedIn: https://www.linkedin.com/in/larry-cobrin/ Shout-out Jason Miller: https://www.linkedin.com/in/jason-miller-32a03530/Kyle Kenyon: https://www.linkedin.com/in/kkenyonprotechguy/Tom Wyant: https://www.linkedin.com/in/thomaswyant/Mike Smith, Mike Tech Show: https://www.linkedin.com/in/smithmh/Martin Obando: https://www.linkedin.com/in/mobando/Amy Babinchak: https://www.linkedin.com/in/amybabinchak/ Companies / Vendors / Products Mentioned MSP Unplugged: https://www.facebook.com/groups/mspunpluggedNerdio: https://getnerdio.comVultr: https://www.vultr.comMike Tech Show: https://mikenation.net/ === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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