Wes Spencer tells service providers to stop drowning clients in technical jargon. Most clients are happy with cheap basic services and don't want the details. Instead, position yourself as a strategic partner who helps them improve and gets a seat at their decision table. That's how you build a real moat.
When upstarts come in, what does the client say? Shut up, nerd. Get out of here. I got nothing. I'm not buying a bunch of managed IT and managed cyber. I've already got that solved at a fairly good price. This business solves my problems and they've got a seat at my table because they actually can help me get better. Right. And so now we have this great moat that I think is in front of us. And so to me, that's the opportunity, the hot take. And the question everyone listening today is this. Honestly, I mean, honestly, have this question: how effective are y'all at that today? And, and by what evidence would you point to say you're doing that well?
