Why IT Sales Consulting Exposes Change Problems in MSPs
Organizational Change Readiness Starts with the Entrepreneur
Organizational change is hard. No qualifier here—we expect change to be “easy-peasy lemon-squeezy” when in reality, change is “difficult, difficult, lemon difficult.” Getting an organization ready for change requires serious investment.
It takes time, communication, consistency, focus, dedication, effort, planning, and forethought. That list could go on and on. But one thing is constant across all successful IT sales consulting engagements: organizational change readiness begins with the entrepreneur. If leadership isn’t willing to change parts of the organization, transformation fails before it starts.
What IT Sales Consulting Reveals About MSP Change Readiness
Examples help. A software company once came to us wanting to speed up sales. They had spent money on a variety of disconnected tactics and experienced repeated false starts. The owner was convinced they needed a “sales process” to succeed.
At first glance, it sounded like a solid conclusion. But in our IT sales consulting review of their sales organization, we discovered something deeper: no structure, no accountability, documentation scattered across multiple systems, and no quality controls in place. It wasn’t just sales—the whole organization was disorganized.
And yet the entrepreneur didn’t want to hear that.
“I just need a sales process. Let’s build that to start.”
Here’s the spoiler: process doesn’t mean anything if you won’t hold people accountable.
They weren’t ready to change.
They wanted a quick fix.
If there’s one thing I’ve learned in 20+ years of IT sales consulting, it’s this: quick fixes don’t exist. Entrepreneurs who avoid systemic change inevitably become the bottleneck in their business.
MSP Leaders Often Hold Back Organizational Change
When you believe your business just needs “one thing,” you may be the problem.
Entrepreneurs unintentionally hold back change in their MSPs all the time. Western businesses, particularly in tech sectors, adopt a speed-first mindset. “How can we do this as fast as possible?” becomes the unspoken mantra.
But avoidance doesn’t drive results. It delays them. Sometimes fatally.
For example, take Sears.
At the turn of the millennium, they had brand loyalty, market dominance, and a real opportunity to innovate. They could have transformed the iconic Sears Catalog into an online shopping experience. Jeff Bezos positioned Amazon as a potential acquisition target. But leadership dismissed the idea—they weren’t willing to make the seismic shift.
Now Amazon dominates the global market, and Sears is a case study in missed opportunity.
Change Is Not Optional—It’s a Success Prerequisite
When we work with MSPs on strategy through Fox & Crow Group, we use tools like StratOp© to help align leadership with vision. These strategic sessions focus not just on planning but on embracing the organizational change necessary to execute.
StratOp Principle 9 is simple: “If you’re not changing, you’re dying.”
For change to work, entrepreneurs must model it. You can’t consult your way to success if you’re unwilling to evolve.
Want to see what alignment around vision and change looks like in practice? Read Creating Company Culture.
Are You the One Holding It Back?
This isn’t about blame—it’s about self-awareness.
When IT sales consulting exposes issues inside an MSP, it’s rarely because a tool or process was “missing.” It’s because accountability, leadership follow-through, or culture wasn’t aligned. If change feels like something “your team” needs to do, stop and ask:
Am I showing up the way I expect them to?
For more on the leadership mindset needed to enable change, check out Leadership Motivation.
Ready to Start Changing?
If you’re navigating resistance to organizational change—or realizing that the resistance might be coming from you—let’s talk. IT sales consulting isn’t just about driving revenue. It’s about making your MSP structurally ready to scale.
👉 Book time with me to talk through what’s holding you back.
For more insights on MSP growth and leadership, start with The Fox & Crow Entrepreneurial Mindset.
FAQ: IT Sales Consulting and Organizational Change for MSPs
What does IT sales consulting have to do with organizational change?
A lot. Sales issues are often symptoms of deeper structural or leadership gaps. Consulting reveals what’s really holding your MSP back.
Can I implement change without outside help?
You can try—but outside perspective often speeds up alignment, reveals blind spots, and keeps leaders accountable to their goals.
Why do entrepreneurs resist organizational change?
Because change is uncomfortable. It threatens habits and existing power structures. Even well-meaning leaders can subconsciously avoid it.
How do I know if my MSP is ready for change?
Look for alignment in leadership, clear accountability, and consistent communication. If those are missing, your foundation needs work first.
What’s one thing MSPs get wrong about consulting?
That it’s tactical. Real IT sales consulting should shift your strategic lens and focus on creating an adaptable, aligned business model.
How does IT sales consulting identify internal leadership gaps?
Experienced consultants don’t just analyze sales mechanics—they assess how leadership decisions affect structure, accountability, and follow-through across departments.
What role does accountability play in successful MSP transformation?
It’s foundational. Without accountability from the top down, even the best strategies won’t get implemented or sustained.
Should every MSP engage in IT sales consulting?
Not necessarily—but any MSP planning for growth, struggling with change, or feeling stuck should consider it. The goal isn’t just sales—it’s alignment.
What if my leadership team isn't aligned on vision or change?
That’s one of the most common and costly gaps. IT sales consulting can surface misalignment and facilitate honest, strategic conversations that shift your culture forward.
F&C Resources You May Find Helpful When Considering Change in Your MSP
Operationalizing Trust with Andrew Moore of Ridgeview Advisors
Scaling Successfully with Christopher Vollmand-Carstens (CVC) of Ntiva
Adapting to Change with Dr. Larry LIttle of Eagle Center for Leadership
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