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�TaylorServicesOverview

©2017TaylorBusinessGroup Page� of�1 34 Revision2017.11.09

Taylor Business Group has been a leader in the IT industry for almost two decades. As evidenced by clients who represent nearly$400,000,000 in annual revenue, Taylor Business Group has developed the metrics and methods that drive business success. TheaverageNetOperatingIncome(NOI)ofourmembershasincreasedfromunder8%toover12%.That'sover$16,000,000ofadditionalrealprofitcreatedannually!


TableofContents

RoadmaptoProfitabilityFinancialDashboard 3

IncomeStatementDashboard 3 BalanceSheetDashboard 4 TrendingDashboard 5 FinancialBenchmarks 6

BusinessImprovementGroups 7

ProfitMakersforOwners 8 ProfitMakersforCOOs 8 ProfitMakersforService 9

SalesTransformationProgram 10

DirectCoaching 13

Owner/Executive 13 AcquiringanMSP 14 ExitingtheBusiness 15 OperationalExcellence 16 SalesTransformation 17

Webinars 20

Training 21

ClassroomTraining 21

MembersBIGAccelerator(MBA) 21 SalesManagement 22 SellingValue 22 ServiceLeadership 23

LiveOnlineTraining 24

CRMBestPracticesforMSPs 24 BestPracticesforServiceExecutives 25 andLeaders

SpecialServices 27

ExecutiveRecruiting 27 MergersandAcquisitions 29 ToolSetOptimization 30 ProcessOptimization 31 BusinessIntelligenceInsights 31 FinanceandAccountingServices 31 SuccessBySelectionAssessment 32 TheValueBuilder™System 33

AboutTaylorBusinessGroup 34

ContactUs 34 OurMission 34 OurHistory 34




RoadmaptoProfitability-FinancialDashboardandModelingTool

TaylorBusinessGroupispleasedtooffertheRoadmaptoProfitabilityFinancialDashboard,arevolutionarywayoflookingatyourfinancials.

Youno longerneedtobebaffledatwhatyour incomestatementorbalancesheet istellingyou. The Roadmap to Profitability Financial Dashboard will display in graphical terms how

eachsegmentofyourcompanyisperformingbycomparingyourresultstotheTaylorBusinessGroup'sindustryleadingperformancebenchmarks.

Thisisanonlineservice.Yousimplyuploadyourchartofaccounts,incomestatementandbalancesheetinaCSVformattoasecurelocationonourwebsiteandthesereportsareautomaticallygeneratedforyou.Youchoosethetimeperiod(s)forthereports.

IncomeStatementDashboard

Throughtheuseofgauges,youwillbeabletodetermine ifyouarenotmeetingthebenchmarks(inthered),closebutnotatthebenchmarks(intheyellow)orexceedingthebenchmarks(inthegreen)asshownbelow:

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Thisfirstpage,asseenabove,isanoverallsnapshotofyourincomestatementfortheperiodyouhaveselected.Youcandrilldownintothedetailsofeachsegmentofyourbusinessbyclickinganyoftheothertabs(Products,Services,Recurring,Non-recurring,SalesorAdmin).



Whenyouclickoneofthosetabsadetailofthatpartofyourbusinessappears:

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Onanyofthosetabs(Serviceswaschosenasseenabove),youcanviewyourfinancialperformanceindetailforthatpartofyourbusiness.Notethatonsomeofthedisplaysthereisablueball.Thisisasliderthatwillallowyoutoadjustthevaluesofanitem.

Forexample,onthepageaboveyouseethatServiceSalariesisinthered.Youcanmovetheblueballslidertothe left to see the overall effect of reducing the salaries (until it turns green) for your service department'sprofitability and the effect on the overall company's profitability (see the gauge in the far upper right handcorner).Thisfeatureallowsyoutoplaythe‘whatif"gamewithanyofyournumbers..

BalanceSheetDashboard

Manyofuspaytoo littleattentiontoourBalanceSheet.Ourcreditors,however,paya lotofattentiontoourBalanceSheet.

TheRoadmaptoProfitabilityFinancialDashboardproducesgaugesthatshowtheresultsof:

• CurrentRatio• QuickRatio• DebtRatio• SalesDaysOutstanding• ReturnonAssetsRatio



AnexampleoftheCurrentRatioisseenbelow:

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Notethatthereisanexplanationofhowtheratioiscalculatedandwhyitisimportanttoyou.Nowyouhavetheopportunitytoviewthefinancialwellbeingofyourbusinessinawaythatmakessenseandinamannerthatwillallowyoutotakeactiononanyratiothatisnotmeetingexpectations.

TrendingDashboard

The final aspect of the Roadmap to Profitability Financial Dashboard is trending. In essence, how are thecomponentsofyourbusinessperformingovertime.Upto24monthsofdatacanbeaccumulatedforthetrends.

Anexampleofatrendpageisfoundbelow:

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Thereare6basicareasoftrending:

• Product• ServiceRevenues• ServiceGrossProfit• SalesExpense• Administration• NetOperatingIncome

Thisallowsyoutolookovermultipletimeperiodsathowyouareimprovingyourbusiness,and,atthepaceyouaregoing,projectwhatyourbusinesswillproduceinthefuture.

Finally,weendwithsomeofthefinancialbenchmarksourmembersworkagainst.Fortheseresults,thecolumntitled “TBG Bench” represents the average for all companies reporting. The column titled “Profit Masters”representsthetop25%ofthosereporting:

Metric TBGBench ProfitMasters

NetOperatingIncome 10% 21%

ProductMargin 17.75% 24%

PercentServicestoTotalRevenue 60% 71%

PercentAnnuitytoServiceRevenue 60% 71%

ServiceSalaries%ofServiceRevenue 33% 31%

ServiceGrossProfitMargin 55% 58%

SalesExpenseas%ofTotalRevenue 10% 6%

GrossProfitafterSalesExpense 30% 43%

AdminExpense%ofTotalRevenue 20% 21%

ServiceRevenueperServicePerson $15,600 $20,609

ServiceGPperServicePerson $8,580 $12,085

RevenueperEmployee $20,000 $23,862

NOIperEmployee $2,000 $4,342



BusinessImprovementGroups

BusinessImprovementGroups(orBIGs)consistof10-12non-competingmembers.Thegroupwillbecomeaclosenetworkofadvisorsthatyoucancalluponwhenyouhaveanybusinessissuefacingyouthatyouwouldlikeinputfromoutsidethecompany.Everymembersignsanon-disclosureagreement,sowhateverissaidorpresentedstayswithinthegroup.

HerearesomesignificantfactsabouttheTaylorBusinessGroup'sBIGsyoushouldbeawareof:• BIGsarenotmanagementretreats.Theyareexecutivemanagementfocusedreviewsandconferences.

• Theyarenotmemberlead.Theyarefacilitatedbycoachestrainedinfacilitatingeffectivegroupmeetings.

• BIGsdonot involvegrouptechietalk.Theyfocusonbusinessdiscussionsthathelp implementefficienciesandprocessesinyourbusinesstodrivemoreprofitstoyourbottomline.

• Thegroupmeetstwiceperyearinpersonforatwo-daymeeting.Theothertenmonths,thegrouphasa90-minuteconferencecall.

Theagendaforthein-personmeetingsgenerallyconsistofthefollowing:

• FinancialAnalysis-Ifyouareparticipatinginanowner(ProfitMakers)BIG,youwillbeaskedtouploadyourfinancials into our renown Roadmap to Profitability Financial Dashboard. Participants in the ServiceManagersBIGswillbeaskedtocompleteaspreadsheetforuploading.Thisinformationisthenputonto30pluschartswith theothermembers informationandour targetedbenchmarks togiveyouaviewofhowyourperiod-over-periodandyear-over-yearnumericalperformanceofyourbusinesscomparestoothersinthegroupandtothebenchmarks.Allcompanieswillberepresentedbyauniqueletteronallofthecharts.

• SpecialTopics-Therewillbeoneortwospecialtopicsthatweasagroupidentifytocoverinourmeetings.Examples of special topics can be annuity revenues, compensation plans, business systems, specialtyproducts,pricing,salesissues,serviceissues,disasterrecovery,managedservices,manufacturer/distributorissues,etc.Thegroupdecideswhattheyare.

• Objectives - youwill be asked to develop company/departmental fiscal year objectives and activities andpresentthemtothegroup.Thesearereviewedduringthecallsandmeetings.Youwillpresentyoursuccessinimplementingthoseobjectivesandactivities.

• Board Presentation - Two members at each conference will be asked to present their company’sperformancetotherestofthegroupasthoughtheywerepresentingtoaboardofdirectors.Thisisaverypositiveexperiencegarneringideasfromothermembersonhowtobetterimproveyourbusiness.

• RoundtableDiscussion-Withthetimeremaining,weentertainageneralroundtablediscussiononanytopicthatamemberwould like to receive input fromthe restof thegroupona topic thatmaynothavebeencoveredinthecourseoftheconference.



PROFITMAKERSFOROWNERSBUSINESSIMPROVEMENTGROUPS

Managing a technology company is challenging, to say the least. Managing it profitably is an even biggerchallenge! The Profit Makers Business Improvement Groups (BIGs) meet 2 or 3 times per year in person.Additionally,thereisanaccountabilityconferencecalltheother10months.Thesemeetingsandcallsaredesignedtohelpyoucompareyourbusinessresults,issuesandopportunitieswithothertechnologycompaniesfromaroundthecountry.Whatyoucanexpect:

• Meetwith~10otherOwners/Presidentsofnon-competitivetechnologycompaniesfromaroundthecountry• Understandandusefinancialbenchmarking• Discussspecialtopicsdecideduponbythegroupthatarerelevanttoyourbusiness• Helpgroupmemberswitheachother’sbusinessissues:

• Becomea“BoardofAdvisors”

• Sharenewandprofitableopportunitiesorideasthatyouhavediscovered• Meetwithindustryvendorstodiscussnewopportunities• Discusspersonnelcompensationandperformancemetrics• Comparefinancialperformance:

• Withyourselfovertime• Withgroupmembers• Comparedtoindustrybenchmarks• ComparedtoBestinClassperformers

PROFITMAKERSFORCOOsBUSINESSIMPROVEMENTGROUPS

The Profit Makers COO Groups meet 2 times per year in person. Additionally, there is an accountabilityconferencecalltheother10months.ThesemeetingsaredesignedfortheSeniorExecutivewhois leadingalargerServicesorganizationorwhohasextensiveexperienceinthisrole.Whatyoucanexpect:• Meetwith~10otherCOOsofnon-competitivetechnologycompaniesfromaroundthecountry• Discussbusinessrelatedissuesthatyoumaybehaving• Helpothergroupmemberswiththeirbusinessissues• CompareyourServiceorganization’sfinancialstoover30financialbenchmarksforatechnologycompany• Sharenewandprofitableopportunitiesorideasthatyouhavediscovered• Discusspersonnelcompensationandperformancemetrics• Discussspecialtopicsdecideduponbythegroupthatarerelevanttoyourbusiness



PROFITMAKERSFORSERVICEBUSINESSIMPROVEMENTGROUPS

The ServiceManager’s Business Improvement Groups (BIGs)meet 2 times per year. Additionally, there is anaccountability conference call the other 10 months. They are designed to help you keep up-to-date on thedifferenttrendsregardingserviceofferings,issuesandopportunitieswithinthetechnologyindustry.Whatyoucanexpect:• Meetwith~10othernon-competitiveServiceManagersfromaroundthecountry• Discussservicerelatedissuesthatyoumaybehaving• HelpotherServiceManagerswiththeirservicedepartmentissues• Recommendnewtechniquesorideasthatyouhavediscovered• Reviewaconfidentialcomparisonofyourservicedepartment’sfinancialresultswithothermembersofthe

BusinessImprovementGroup• Discussservicepersonnelcompensationandperformancemetrics• Compareyourdepartment’soperationstothoseoftheotherBusinessImprovementGroupmembers• UnderstandtheFinancialScoreboard—YourP&LMemberswillleavewith:• BIGworkbookforreference• Newproduct&vendoropportunities• Newideasforbetterservicedepartmentperformance• Abetterunderstandingofthecomponentsofaprofitableservicebusiness



SalesTransformationProgram

WhySalesEnginesTendToFailMostMSPs strugglewith building a scalable salesmodel. It is not uncommon forMSPs togrowtheirbusinessrapidlythroughtheiroperationalandadministrativeexcellencetoapoint.

Then,theytendtohitthesales"wall";wheretheycan’tgrowusingtheircurrentsalesmodel.Moreoftenthannot,thissalesblockcanstagnatetheirgrowthforyears.At this point, most owners will look to hire salespeople to build the business. Unfortunately, this is often adisaster for both the owner and the sales professional(s). It can lead to the hiring and on-boarding of asuccession of sales people who don’t perform and leave withinmonths. In some cases, this pattern can berepeatedforyearson-endleadingtowastedtimeandlostmarketopportunity.TheOwnerMustChangeForTheSalesResultsToChange

Inourdirectcoachingworkandsalestransformationpeergroups,wehaveworkedwithmanyofourclientstoovercomethissaleschasm.TheownerswhosuccessfullybuilttheirsalesenginesharedacommonroadmapandsetofbestpracticesthatotherMSPownerscanemulate.

Herearethe6essentialstepsforsalestransformationthatcanserveasyourroadmap:1. Theownerhastobe"allin"andleadthecharge:Theownermustdrivethechangeswithinthecompany,

whichI'llexplainfurtherbelow,butevenmoreimportantly,theymustchangetheirownwayofdoingthings.Theywill have tobepersonallydedicated tobuildanewsalesmodel - completewith implementingnewprocesses, developing a new team andmastering newways to lead/manage. This will have to be a toppersonalpriorityoritwon’twork.

2. Theownermustinvest:Thebiggestinvestmentanownermustmakeistheirowntime.Ourclientscommittoinvesting50%oftheirtimespecificallyonsalestransformation(oftenmore).Secondly,theyhavetoinvestsubstantialmoneyinfiveareas:1)Salesprocessdefinitionandautomation2)Hiringtherightleveloftalent(recruitersandcompensation)3)On-boarding4)Training-DevelopmentandTools5)Trainingandcoachingforthemselves.Wewillcovereachoftheseaspectsinthepointsthatfollow.

3. Theownerneedsnewskills:Leading,managingandmotivatingasalesforceisfardifferentthanoverseeingthe service department or your administrative staff. The owner needs new skills to engage in theperformance producing sales management activities - weekly sales objectives; daily huddles; pre-callplanning;post-calldebriefs,weeklysalesmeetings,activitytrackingandoneononecoachingsessions



4. Theownermustbuildthesalesinfrastructure:Hereistheinfrastructurethatyouwillneed:

• Sales Playbook: The sales process you follow systematically - including skills, tactics and stage gatecriteria(howdoyouknowyouareprogressinginthesalesprocess)

• ToolsandTrainingforAppointmentSetting:Tosetupcallblocksandensurethevolumeofactivityanddisciplinedfollowuprequiredtobesuccessful

• On-Boarding:Establishingaroadmapforsuccessbyyoursalesforce-especiallyin-depthunderstandingofyourofferingcatalogue,quoting,weeklycalendarofactivitiesandshadowingonclientandprospectcalls.

• CRM/SalesProcessAutomationandPipelineReporting:Thiswillmakeyoursalesforcemoreproductivebyfollowingastandardsalesprocessthatfeedsintothemanagementsystemsthatyouwillusetodirecteffortandproducethedesiredresults.

• MetricstoManageBy:Youneedbothactivitymetricsandresultsmetrics.Fortunately,onlytwoactivitymetricsmatter: 1) number of newprospective clientsmeetings perweek and 2) howqualified theseopportunitiesareintermsofclient’s“pain”points;theappealofyourbusinesscaseandtheirreadinesstochange.

5. The owner has to hire the right talent: You need to set standards for your ideal candidate in terms offunctionalskills,experience/trackrecordandbehavioralattributes.Ouradvice istotargetsalesexecutiveswithacleartrackrecordinbuildingtheirownbookofbusiness(inaBtoBenvironmentwithSMBclients).

6. Theownerhastobecomeatransformationalsalescoach:Whetheritisinasmallgroupsettingoroneonone,itisthequalityofcoachingmakesthedifferenceinyoursalesresults.Transformationalcoachinghitsonallofthreeofthefollowingaspectswithyourteam:

• Effort/Activity• SalesSkills/CallExecution• Motivation• Culture/Integrity

TheResults:

Whileresultsvarydependingontheowners’commitment,timeinvestmentandfollowthrough,hereiswhatourownerscanexpecttoproduce:

• 8-10discoverymeetingspermonthwithqualifiedMSPprospectspersalesperson• 1-2newMSPsalespermonthforeachsalesperson• 20-30%increaseinsalestoexistingclients

TheProgram:

TheSalesTransformationProgramhasbeenrefinedbyover3yearsofinvestmentandlearning.Hereiswhattheprogramrequiresforyoutoachieveresults:



• Oneononeon-boardingmeetingandreadinessplanwithMichaelCummingsinourSaintCharles,ILoffices• 4quarterlyworkingsessions(twodayseachinChicago)• Monthlyactionplans• Weeklyorbi-monthlyaccountabilitycalls• Limitedto8participantsineachgroup

AreYouWillingToDoWhatItTakes?Transforming your salesmodel is fully dependent on the owner - and it is a big job. But, taking shortcuts orlooking for an easier approach just doesn’t work. In our sales transformation programs, TBG clients devotethemselvestoan18monthefforttotransformtheirabilitytolead,manageandscaleanewsalesmodel.But,oncethetransformationisachieved,theresultsareenduring.



DirectCoaching

Thereare timeswhentheanswersorsolutionscannotbe found internally.Thereare timeswhenfresh,newideastoexistingbusinessissuesarethebestsolution.Therearetimeswhenareviewofyourbusinessisessentialtoensureyourgrowthobjectives.Atthesetimes,TaylorBusinessGrouphasexecutivelevelcoachesthatcanworkwithyouonaone-on-onebasis.

Our coaches are experienced owners themselves. We have beenworking with and assisting VARs, SystemsIntegratorsandMSPsfromacrossNorthAmericasince2001.

Our consultants work with the management team and staff of your company in order to enhance yourcompany’sprocessesandprocedureswithin theSales, ServiceandAdministration functionsofyourcompany.Ourobjective is todrivemoreprofits to thebottom line, increaseproductivity,enhancecustomersatisfactionandincreaseoverallcompanyefficiencies.Wealsobelieveitisinstrumentaltobuildateamenvironmentwithinyourbusiness.

Inaddition,wewillaskyoutoputtogethera listofprioritiesyoufeelneedtobeaddressed immediately.Wethenemployaprocesstoestablishactionplansforyoutoimplementtheseplansfollowedbyaconstantreviewbybothofustoensurethoseactionplansarebeingimplemented.

Finally,wecan look to recastyour financials intoour format to identify thoseareasofyourbusiness thatareperformingtoourbenchmarksandthosethatarenot.Fromthatrecast,wewouldprovideyouwithprocesses,activitiesandprocedurestoimproveyourfinancials.

OWNER/EXECUTIVEDIRECTCOACHING

Owner/ExecutiveCoachingisaone-on-oneengagementwiththeprincipal(s)ofthebusiness. Thesetypicallyarefocusedononeortwoareasofthebusinesswheretheprincipaldoesnothaveexperienceorisstrugglingwith implementinga solution. ExecutiveCoaching is alsoused tohelp accelerate the company’s growthandensureyourgrowthobjectivesaremet.Our consultants work with the management team and staff of your company in order to enhance yourcompany’sprocessesandprocedureswithinthesales,serviceandadministrationfunctionsofyourcompanyinordertodrivemoreprofitstothebottomline,increaseproductivity,enhancecustomersatisfactionandincreaseoverallcompanyefficiencies.Wewillputtogetheralistofprioritiesyoufeelneedtobeaddressedimmediately.Wethenemployaprocesstoestablishactionplansforyoutoimplementfollowedbyaconstantreviewbybothofustoensurethoseactionplansarebeingimplemented.Coachingisdistinctfromconsulting.Coachingistheartofunderstandingwherethebusinessownerwantstogoandguidingthemalongthewaytothesolution.Italsoprovidestheaccountabilitythatmostownersdon’thave.



Herearesomequestionstoponder.Ifyouansweryestothem,thenconsideranOwner/ExecutiveCoach:• Doyouwanttogrowanddoyouunderstandhowtogrow?• Whatisyourgrowthgoalfor2018?• Doyouknowwhatyourservicemarginis?• Howdoyouinvestinyourstaff?• Howdoyouinvestinyourself?• Whatisholdingyoubackfrominvestinginyourself?• DoyouworkONthebusinessorINthebusiness?• Howmuchlongeruntilyouwanttoexitthebusiness?• Doyouneedadvicefromsomeoneyoucantrust?• Doyouhaveagraspofyourfinancials?• Doallofmyemployeesknowexactlyhowtheyarebeingmeasured?• Dobusinesssystemssupportcorporateobjectives?• Dowehaveaneffectiveandrelevantbudgetprocess?

ACQUIRINGANMSPDIRECTCOACHING

TaylorBusinessGrouphas successfully coachedmanyofourclients through theacquisitionprocess.Typically,ourclientswillaskforourassistancewhentheyhaveanactivedealinplay(wedon’tactasbrokerstofindthedeal).Thenwecanhelpyouthrougheachstepofthedealcycle,including:• Initialvaluationsofthetargetcompany:

• Financialandoperationalbenchmarks• Accountingreview• Salesandservicedepartmentcapabilities

• Letterofintentsupport:

• Dealstructure• Criticalcontingencies• Negotiation

• Duediligencesupport-Deepdrillanalysisof:

• Customerbase• Salescapability• Financialandoperatingperformance• Accountingpracticesandreporting• Serviceoperations–process,metricsandtechnology• Dealscorecard



• Counselwithotheradvisors(accountants,attorneys,investors,etc.)

• Integrationplanandsupport:

• Comprehensiveworkplan• Employeetransition• Customertransition• Operationalabsorption• Agreementsandcontracts

Ifyouhaveadealopportunity,wecanhelpyoutoevaluateandexecute.WithTaylorBusinessGroup,youcancloseontherightopportunitiesintherightway–andachievetheresultsthatyoudesire.

EXITINGTHEBUSINESSDIRECTCOACHING

TaylorBusinessGrouphassuccessfullycoachedmanyofourclientstodeveloptheirexitstrategy,buildthevalueoftheirbusiness,findtherightbuyeranddealandexecutethesale.BuildtheValueofYourBusinessHereishowwehelpyougetthehighestvalueforyourbusinesswhenexiting:

• Developyourexitstrategyandtimetable

• Performtheinitialvaluationofyourbusinesscompany

• Financialandoperationalbenchmarks• Accountingreview• Salesandservicedepartmentcapabilities• Dealoptions

• Defineandexecuteaplantobuildthevalueofyourbusiness

• Identifytheimprovementswithhighestimpactonyourvaluation• Developactionplantomakeimprovement• Supportyourexecution

FindandExecutetheRightDealThenwecanhelpyouthrougheachstepofthedealcycle,including:• Marketyourcompanytopotentialacquirers



• Letterofintentsupport

• Dealstructure• Criticalcontingencies• Negotiation

• Duediligencesupport:Deepdrillanalysisof

• Customerbase• Salescapability• Financialandoperatingperformance• Accountingpracticesandreporting• Serviceoperations–process,metricsandtechnology• Dealscorecard• Counselwithotheradvisors(accountants,attorneys,investors,etc.)

• Integrationplanandsupport

• Comprehensiveworkplan• Employeetransition• Customertransition• Operationalabsorption• Agreementsandcontracts

Ifyouwant toexityourbusiness in thenext1-3years,wecanhelpyou toevaluateandexecute.WithTaylorBusinessGroup,achievethevaluefromyourblood,sweat,andtearsthatyouinvestedinyourbusiness,andgetthepayoffthatyoudesire.

OPERATIONALEXCELLENCEDIRECTCOACHING

Youhaveaclearvision foryourcompany,andnow it's timeto turnyourvisionandmission intostrategyandtactics.OperationalExcellenceCoachingfromTaylorBusinessGroupwillhelpyourealizeyourvisionthroughbuildinganimplementationstrategy,thenworkingwithyoutoexecuteonthatstrategy.Thisprogramfocusesonthe"how",inamannerspecifictoyourparticulargoals,situation,andcompanyculture.

Keyelementsinclude:

• OptimizingResults-Whilefocusingsolelyonthedesiredoutcomeshouldbethestartofanynewprocess,theendgoalistoachievethebestresultforallstakeholderswhileminimizingcosts.Automationcanplayakeyroleinthisinadditiontotraining,processreviews,andmore.



• Mapping and Improvements -Mapping and improving the client experience across your service catalog,frompre-salestorenewalsand,eventually,off-boarding.Howdoweensureflat-rateclientsgetjusttherightleveloftouchtovalueyourserviceswithoutdrivingupcosts?Howisclientfeedbacksolicited,andhowisitprocessedinternally?

• AchievingDefinition-Definingsuccessforeveryoneontheteam. Attheendofeachday,everyoneshouldknowifthey'vesuccessfullyadvancedthecompany'smission.

• The Organization - Designing the right organizational structure both for today and as you grow, withaccountabilityandtransparencyatalllevels.

• ToolROI-Maximizingthereturnoninvestmentfortoolpurchases. Everytradeshowisfilledwithvendorswhose products can drive real value when both implemented correctly and also integrated into yourorganization'sworkflows.Toooftenweseethesetoolscostingmorerevenuethantheygenerate,asituationwecanhelptocorrect.

SALESTRANSFORMATIONDIRECTCOACHING

MostMSPsstrugglewithbuildingascalablesalesmodel. It isnotuncommonforMSPstogrowtheirbusinessrapidlythroughtheiroperationalandadministrativeexcellencetoapoint.Then,theytendtohitthesales"wall";wheretheycan’tgrowusingtheircurrentsalesmodel(oftenwiththeowneractingastheprimesalesperson).Thissalesblockcanstagnateyourgrowthforyears.At this point, most owners will look to hire salespeople to build the business. Unfortunately, this is often adisaster for both the owner and the sales professional(s). It can lead to the hiring and on-boarding of asuccession of sales people who don’t perform and leave withinmonths. In some cases, this pattern can berepeatedforyearsonendleadingtowastedtimeandlostmarketopportunity.Inourdirectcoachingworkandsalestransformationpeergroups,wehaveworkedwithmanyofourclientstoovercomethissaleschasm.TheownerswhosuccessfullybuilttheirsalesenginesharedacommonroadmapandsetofbestpracticesthatotherMSPownerscanemulate.Hereisthestepswetaketotransformyoursalesresults.WebeginwithadayandahalfkickoffworkingsessioninSaintCharlesILtobuildyourtailoredactionplanThenweexecutetheplanonaweeklyorbiweeklybasis.Herearethebuildingblocksthatwewillexecutetogether:

• Defineyournewjobastheowner:Theownerhastobe"allin"andleadthecharge:Theownermustdrivethechangeswithinthecompanythatwewilldiscuss inaminute.But,evenmore importantly-theymustchangetheirownwayofdoingthings.Theywillhavetobepersonallydedicatedtobuildanewsalesmodel-complete with implementing new processes, developing a new team and mastering new ways to lead/manage.Thiswillhavetobeatoppersonalpriorityoritwon’twork.



• Identifyinvestments:Thebiggestinvestmentanownermustmakeistheirowntime.Ourclientscommittoinvesting50%oftheirtimespecificallyonsalestransformation(oftenmore).Secondly,theyhaveto investsubstantialmoney in5areas:1)Salesprocessdefinitionandautomation2)Hiringtheright levelof talent(recruitersandcompensation)3)Onboarding4)Training;DevelopmentandTools5)Trainingandcoachingforthemselves.Wewillcovereachoftheseaspectsinthepointsthatfollow.

• Train theowner in sales leadership: Leading,managing andmotivating a sales force is far different thanoverseeingtheservicedepartmentoryouradministrativestaff.Theownerneedsnewskillstoengageintheperformance producing sales management activities - weekly sales objectives; daily huddles; pre-callplanning;post-calldebriefs,weeklysalesmeetings,activitytrackingandoneononecoachingsessions.

• Hire the right talent: You need to set standards for your ideal candidate in terms of functional skills,experience/trackrecordandbehavioralattributes.Ouradviceistotargetsalesexecutiveswithacleartrackrecordinbuildingtheirownbookofbusiness(inaBtoBenvironmentwithSMBclients).

• Coach this talent toachieve topperformance: Theownerhas tobecomea transformational sales coach:Whetheritisinasmallgroupsettingoroneonone,itisthequalityofcoachingmakesthedifferenceinyoursalesresults.

Transformationalcoachinghitsonallfourofthefollowingaspectswithyourteam:

• Effort/Activity• SalesSkills/CallExecution• Motivation• Culture/Integrity

• Buildoutthesalesprocess:Theownermustbuildthesalesinfrastructure.

Hereistheinfrastructurethatyouwillneed:

• Sales Playbook: The sales process you follow systematically - including skills, tactics and stage gatecriteria(howdoyouknowyouareprogressinginthesalesprocess)

• Appointment Setting Tools and Training: To set up call blocks and ensure the volume of activity anddisciplinedfollowuprequiredtobesuccessful

• OnBoarding:Establishingaroadmapforsuccessbyyoursalesforce-especiallyin-depthunderstandingofyourofferingcatalogue,quoting,weeklycalendarofactivitiesandshadowingonclientandprospectcalls.

• CRM/SalesProcessAutomationandpipelinereporting:Thiswillmakeyoursalesforcemoreproductivebyfollowingastandardsalesprocessthatfeedsintothemanagementsystemsthatyouwillusetodirecteffortandproducethedesiredresults.

• Metricstomanageby:Youneedbothactivitymetricsandresultsmetrics.Fortunately,onlytwoactivitymetricsmatter: 1) number of newprospective clientsmeetings perweek and 2) howqualified theseopportunitiesareintermsofclient’s“pain”points;theappealofyourbusinesscaseandtheirreadinesstochange.



Asyoucansee,transformingyoursalesmodelisfullydependentontheowner-anditisabigjob.But,takingshortcutsorlookingforaneasierapproachjustdoesn’twork.Inoursalestransformationprograms,TBGclientsdevotethemselvestoan18monthefforttotransformtheirabilitytolead,manageandscaleanewsalesmodel.But,oncethetransformationisachieved,theresultsareenduring.



Webinars

Webinarsareanopportunitytolearnaboutatopicinashortamountoftime. Theobjectiveofourwebinarsistoproviderelevantinformationaboutacurrenttopicalongwithprovidingactionableitemstheattendeecanworkonimmediatelyfollowingthewebinar.

Herearesomeofthewebinarsthatwe'veofferedrecently:

• Accounting101forMSP’s

• 7WaysforCopierDealerstoAvoidMistakesGettingIntoManagedITServices

• HowMSPOwnersNeedtoEvolveandInvesttoBuildaFormidableandScalableSalesEngine

• 10MostImportantNumbers-Overview

• 10MostImportantNumbers-ServiceDepartmentProfitability

• 10MostImportantNumbers-ProductMargin

• 10MostImportantNumbers-HourlyServiceRates

• 10MostImportantNumbers-SalesCompensation

• 10MostImportantNumbers-AdminExpense

• 10MostImportantNumbers-ServiceUtilization

• 10MostImportantNumbers-ManagedServiceGP

• 10MostImportantNumbers-ServiceSalaries



Training

We offer two types of training:ClassroomTrainingwhere the student travels to a 1.5 daymeetingandLiveOnlineTraining.OurClassroomTrainingistargetedatsubjectsthatarehardertograsplikefinancials,wherewethinkitishelpfultodoprojectsasateam,wherewewanttouseroleplayingorwherewe

needgroupparticipationtoensureeveryonehascommandofthetargetedoutcome.TheLiveOnlineTrainingistargetedatasubjectthatcanbegraspedeasilythroughremotetrainingmethods. Italsotypicallyhaslessinteractionbutwestrivehardtoovercomethereluctanceofparticipantstoengage.

MEMBERSBIGACCELERATOR(MBA)CLASSROOMTRAINING

Thisclassisdesignedtogetanewmemberreadyfortheirfirstpeergroupmeeting.Itisalsoaglimpseintowhatitisliketobeinapeergroupsofolkswhoaren’tsureaboutjoiningagroupcancomeandspendtimeinapeersetting.

Duringthisclass,wecoverthefollowingtopics:

1. TheCultureofTaylorBusinessGroup

• Howgroupsworkandwhytheyaresuccessful• TheEvolvingLeader• ThePrimaryRolesofaLeader

2. Benchmarking

• Whyisitimportant• Whereournumberscomefrom• Adeepdiveintothenumbers

3. ChartofAccountsforMSPs

4. RoadmapToProfitability

• Howtoonboard• Whatisneededfromeachmember• WhattheTaylorconsultantdoes• Howtoaccessthedashboardthroughtheportal• Howtoeffectivelyusethemodelingtool



5. SettingSMARTObjectives

• Strategic,Measurable,Attainable,RelevantandTime-bound• Threeobjectivesperquarter• Threeactionitemsassociatedwithcompletingeachobjective

SALESMANAGEMENTCLASSROOMTRAINING

The goal of this ClassroomTraining is to enableowners andoperating executives to lead a salesprocess andbecomeagreatsalesleaderonanacceleratedbasis.Manyownersandexecutivesarenottrainedsalesleaderseven though they may be doing a lot of selling themselves. Leading sales and focusing on relationshipdevelopmentisbothaskillandadiscipline.Inthissession,youwillbetrainedandcoachedonhowyoucanbuildthe personal skills you need to develop as a sales leader. Then, we will teach you the processes, activities,metrics,andmanagementsystemsthatallowyoutoleadanddrivebottom-linesales.This Classroom Training will provide the best practices, process and methodologies to begin and build asuccessfulsalesteam.Topicscoveredwillinclude:• CommonMistakesandFailuresinSalesLeadership• HowOwnersBecomeSalesLeadersandPerformanceCoaches• TheSalesLeadershipRoadmap• CustomerandRevenueStrategy• SalesObjectives• ProcessandActivities• MetricsandManagement• andmore…

SELLINGVALUECLASSROOMTRAINING

Successfully sellinganyproduct ismore thanart, it’s skill,however,understandingandeffectivelyutilizing theskillsrequiredforsuccessisnotaneasytask!ThisClassroomTrainingisdesignedtoguidesalespeoplethroughasalesprocessprovidingthemafoundationtosuccessfulsolutions-basedselling.Whatyoucanexpect:

• Learnhowtoprospectforsuspects• Learnhowtoseparatesuspectsfromprospects• Createa“HoHumCrasher”• Understandtheprimaryqualifiersrequiredtohaveaprospect• Discussthemarshalingofresourcesforlargeopportunities• Understandthedifferencebetweenobstaclesandobjections• Learnthedifferentfearsofbuyingforeachpersonalitytype• Createaproposalbuiltonvaluenotprice• Learnhowtoeffectively“popthequestion”



• Understandhowtoturnyouropportunityintoa“solution”saleAttendeeswillleavewith:

• Seminarworkbookforreference• “HoHumCrashers”• Qualifyingtechniques• Commonsalesobjectionsandresponses• Theoutlineofaneffectiveproposal• Closingtechniques• Anunderstandingofhowdifferentpersonalitytypesbuy• Anapproachtocreatesellingsolutions

SERVICELEADERSHIPCLASSROOMTRAINING

Managing a technology company is challenging, to say the least. Managing it profitably is an even biggerchallenge! This Classroom Training is designed to help you understand revenue opportunities and costconsiderationsinordertomaximizetheprofitabilityfromyourcompany’sServiceDepartment.Whatyoucanexpect:• Understandthemanyrolesoftheservicedepartment• Discussservicepersonnelorganizationalpositions,responsibilitiesandcareerpaths• Writemeaningfuljobdescriptions• Learnthe13StepsofaPerfectInstallation(andhowtoavoidwhatreallyhappens)• Capitalizeonninedifferentservicerevenueopportunities• Understandbusinesssystemsoftwarerequirements• Discussservicepersonnelcompensationandperformancemetrics• Learnhowtopriceservicepersonnel’stime• DiscusshowtomeasuretheperformanceoftheServiceDepartment• UnderstandtheFinancialScoreboard—YourP&LAttendeeswillleavewith:

• Seminarworkbookforreference• SampleJobDescriptions• SpreadsheetTemplatesinExcel• ServiceMaintenanceAgreement• Abetterunderstandingofthecomponentsofaprofitableservicebusiness• Sixdifferentsetsofserviceperformancebenchmarks



CRMBESTPRACTICESFORMSPsLIVEONLINETRAINING

We are offering a 3-part web based training program forMSP owners, Services Leaders and Client AccountManagers conducted by Michael Cummings – Director Of The Sales Transformation Program and veteranbusinesscoachforleadersintheITindustry,aswellasmid-sizedMSPs.

BuildinghighvalueclientrelationshipsisthefoundationofatopperformingMSPbusiness.Itiseasytobelievethatifwearedeliveringtopnotchserviceandsupportefficientlytoourclientsthattheyvalueourservicesandareloyaltous.Unfortunately,thisisnottrue.Basedonour sales andbusiness coachingworkwith over 120of our clients,we find that the client accountmanagementpracticesofmostMSPsmustbeimproveddramatically.Solidservicedeliverydoesn’ttranslateintostrongclientrelationships.Clientsexpectexcellentserviceas“tablestakes”.Earningtheirrespectastrustedbusinessadvisorsrequiresmore.Thatiswhywehavedecidedtomakethistrainingavailabletoyou.TheprogramisbasedonthebestpracticesemployedbyworldclassclientrelationshipmanagersintheITindustryandproventoworkwithourmid-sizedITMSPclientsinTaylorBusinessGroup’ssalestransformationprogram.

If youareanMSPownerwhohasbeen facing stagnant revenuegrowthANDwho is committed tomake thebuildingofyoursalesengineyour#1priority,thenyoucouldbenefitfromoursalestransformationprogram.The11BiggestMistakesinClientRelationshipManagementThatMSPsMake• Theownergetsdistractedfromclientrelationshipbuildingastheirnumberonepriority• Driftingintoreactiveandtransactionalrelationshipwithclients• Hiringthewrongpeopletobeclientaccountmanagers• Assumingclientserviceisthesameasrelationshipbuilding• Focusingonmetricsthatdon’tmattertoclients• Failingtobroadenyourwebofrelationshipswithintheclientorganization• Notproactivelyseekingout“pointsofbusinesspain”thatcreateopportunitiestodeepentherelationship• Failingtoestablisharoadmaptobuildyourrelationshipwiththeclientandtheirbusiness• Notaligningyourserviceteamintotheclientrelationshipdevelopmentprocess• Lackingaclientcentered,systematicanddisciplinedclientrelationshipdevelopmentprocess• Failingtotrainaccountmanagersonhowtobeabusinessadvisors

If you avoid thesemistakes, there is a large amount of revenue to be generated from your client base (25%growthyearoveryearataminimum,usuallymuchhigher).Moreimportantly,thiswillensurethelongevityofyourclientbaseandprotectagainstcompetitor’spromotionalattacks.Thefinalbenefitisthatclientswhovalueyouasabusinessadvisorwillgooutoftheirwaytoreferbusinesstoyou.Clientswhodon’tvalueyouwillnotbother.



TheTrainingProgramWeOfferYouHerearethecriticalskillsthatwewillteachMSPowners,Servicesleadersandclientaccountmanagers:• Whatclientsvalue–seeingyourrelationshipthroughtheeyesoftheclients• Whatittakestobeviewedasatrustedbusinessadvisor• Howtechnicalprofessionalscanleveragetheirnaturalskills• Using a questioning strategy and listening skills to deepen your understanding of your client’s business

priorities• Conductingbusinessdialogueswithownersandseniorexecutives• Howclientsviewtheimpactofinformationtechnologyontheirbusinessoperations• Howto“sell”likeabusinessadvisorandconsultant• Aligningyourrecommendationstoyourclient’sbusinesspriorities• HowtofocusonafewcriticalmetricstoreinforceyourROItothem• Securingdecisionsfromyourclients• Whatisthebestwaytoconductbusinessreviews• ThecomponentsofanITroadmapforyourclients• BuildingpersonalchemistryandstrongerrelationshipswithyourclientsRemember,yourbestclientsareyourcompetitor’sbestprospectiveclients.

BESTPRACTICESFORSERVICEEXECUTIVES&LEADERSLIVEONLINETRAINING

TheNeedForThisTrainingBuildinghighvaluerelationshipsisthefoundationofatopperformingMSPbusiness.Itiseasytobelievethatifwearedeliveringtopnotchserviceandsupportefficientlytoourclientsthattheyvalueourservicesandareloyaltous.Unfortunately,thisisnottrue.Basedonoursalesandbusinesscoachingworkwithover120ofourclients,wefindthatthepracticesoftheServiceOrganizationofmostMSPsmustbeimproveddramatically.Solidservicedeliverydoesn’ttranslateintostrongclientrelationshipsbutitisthetablestakesneededtogetintoandstayinthegame.Thatiswhywehavedecidedtomakethistrainingavailabletoyou.TheprogramisbasedonthebestpracticesemployedbyworldclassServiceLeadersintheITindustryandproventoworkwithourmid-sizedITMSPclientsinTaylorBusinessGroup.ThePurposeofThisProgram• UnderstandingthemanyrolesoftheServiceorganization–asyougrow,youadddifferentexpertisetoyour

staff.Theinteractionofeachoftheserolesiscriticaltosuccess.• Youwillneedtoclearlydefineeachoftheirrolesandresponsibilitiesalongwithprovidingacareerpathfor

eachofthem.



• Writingclearandconcisejobdescriptions• Identifyingtheninedifferentservicerevenueopportunities• Discussservicepersonnelcompensationandperformancemetrics• Learnhowtopriceservicepersonnel’stime• DiscusshowtomeasuretheperformanceoftheServiceDepartment• UnderstandtheFinancialScoreboard—YourP&L

WhoShouldAttend:MSPowners,ServicesLeaders/vCIOsandCOOsHowTheTrainingIsConducted:Thesessionsareconductedasaseriesof3livegotomeetingsessions,eachlasting3hours:Session1:

• Introductions• SWOTAnalysis• RoleoftheServiceDepartment• ServiceCareerPositions• ProjectManagement• ServiceRevenueOpportunities

Session2:

• ServiceRevenueOpportunities,continued• BusinessSystemsRequirements• ServicePersonnelCompensation

Session3:

• PricingServicePersonnel’sTime• MeasuringServicePersonnelPerformance• FinalSWOTAnalysis• Thefollowup

HandoutsandTakeHomeMaterial:

• Seminarworkbookforreference• SampleJobDescriptions• SpreadsheetTemplatesinExcel• ServiceMaintenanceAgreement• Abetterunderstandingofthecomponentsofaprofitableservicebusiness• Sixdifferentsetsofserviceperformancebenchmarks



SpecialServices

In addition to ourmajor offerings, the Taylor Business Group provides a choice of specialserviceswhich includeabroad selectionofprograms tohelp you, theMSPownerorhigh-levelexecutive,toincreasethevalue,productivity,andprofitability,ofyourorganizationwhilepreparingyourbusinessforpotentialsaleoracquisition.

EXECUTIVERECRUITINGSPECIALSERVICES

Most of our clients have ambitious plans for their MSP business. They aspire to double their revenue andsimultaneously increase their gross margin and NOI dramatically over the next 18months. Simply put, theyaspiretobuildascalablebusinessmodelcapableofdrivingprofitablegrowthforyearstocome.Thedownsideofhiringthewrongtalentishuge.Mistakeshavedireconsequencesforboththecompanyandtheemployee.Badhiresleadtoenormousamountsofwastedtime,missedopportunities,severepersonaltrauma,damaged careers and business nose dives. Using the right process and leveraging our expertise and eye fortalent,wecanminimizethisrisktogether.So,whatstopsthemfromrealizingthisvision?Inmanycases,theobstacleistalent.TherearetwostrategichiresthatTaylorBusinessGroupfocuseson–becausetheywillmakeorbreakyourgrowth,abilitytoscale,andultimatelythevalueofyourbusiness:• Atransformativeservicesleader• ThesalesforceandclientaccountmanagersHiringTransformativeServicesLeadersOften,MSP’senduppromotingacurrentservicetechnician intotheservicemanagerrole. Inmanycases,thisperson does a great job up to a point. But, as both the workload grows and the team size increases, theirbackgroundandexperiencearenotadequatetomeetthenewpressuresormanagementrequirementsforthisbigger job. Ihavefoundthatmostownersrecognizethis limitation intheirservice leadership,butdon’tknowwhattodoaboutit.Instead, you need a game changer. Specifically, you need to recruit a services leaderwith the professionaldepth,aproventrackrecordandseniorexecutiveexperiencethatwouldtransformtheirserviceteam.But,wherewouldtheyfindthistalent?WhywouldtheyjoinagrowingMSP?Howwouldtheylikeworkingwiththeownersandfitintoanentrepreneurialenvironment?Canwestructureacompensationpackagethatwouldsealthedeal?That is where Taylor Business Group comes into the picture. We partner with our clients to find, screen,interview,andlandtheseniorexecutivetalenttheyaspiretohire.



Hereisthetypicalprofileofpeoplethatwehire:• Over10-15yearsofexperience• Combinationofbothservicedesk,remotemanagementandprojectmanagementexperience• Profit/loss,budgetingandfinancialresponsibilities• Ledandmanagedteamsof5-10+serviceprofessionals• Customerfacingleadershipandrelationshipmanagementtrackrecord• Indepthexperiencewiththerequiredtoolkit(PSAandRMMtoolsetc)• Responsibilityforteammentoring,developmentandmanagement• PMP,ITILorequivalentexperience• Seniorexecutivepresence• Practicalhands-onworkingstyle• FitsintotheleadershipstyleandteamingnatureoftheownersandseniorexecutivesDoyouneedtochangethegame?Ifyourcurrentservicesleaderisn’tthetransformationaltalentthatyouneedtogrowyourbusiness,youshouldownuptoitandmakeachange.Toptalentisavailableandinterestedineverymarket.Youcanattractthem.HiringSalesandClientAccountManagementTalentThetoppriorityformanyMSPsistobuildatopperformingsalesengine.Unfortunately,thedesiredresultsareelusive–becausetheydon’tknowhowtohiretherightsalespeopleandclientaccountmanagers.Infact,thismaybethemostdifficulthiringsituationthatmostMSPsface.Inthevastmajorityofthesecases,salesexecutivesleavewithin6months–becausetheyweren’ttherighthireinthefirstplace.Then,thecyclerepeatsitselfoverandover.Wehavehelpeddozensofourclientstohiresalespeopleandclientaccountmanagers.Almostallofthesehiresaretopperformers.What is thesecret?First it isourtotal focusontheMSPbusinessanddeepunderstandingofwhat it takestosucceed in sales for our industry. Then, it comes down to having a disciplined process, hyper-specific hiringprofilesandagoodeyeforsalesandclientaccountmanagementtalent.You are looking for people who CAN do the job (the right skills) andWILL do the job (self motivated andentrepreneurial).PartnersInYourTalentAcquisitionTaylorBusinessGroupperformsoursearchworkonaretainedbasis(hireusforafixedfeetopursuethesearchand hire the talent). This is necessary to enable the type of partnership it takes to get the talent that youdesire.Wewillprovidethehelpandsupportthatyouneed.



MERGERSANDACQUISITIONSSPECIALSERVICES

A 12month program to buy and integrate an acquisition In The ITManaged ServicesMarket. (Limited to 10ParticipantsforourJanuary2018Kickoff)ItisnosecretthatacquisitionswithintheMSPindustryareoccurringatarecordpaceandhighermultiplesarebeingpaidout.Thisconsolidationwillaccelerate.Why?ManyMSPshavehitasalesplateauthattheyaren’tabletosurmount.Otherownersareagingoutandlookingtomoveontothenextopportunity.AsubstantialnumberhavenotbeenabletodrivetheROItheyneedonaconsistentandsustainablebasis.Andthedaytodayrisktorewardrealitiesoftenbecomeoverwhelmingintime.TargetingTheRightAcquisitions,GettingItDone,andReapingTheBenefitsWithin the Taylor Business Group client base, acquisitions are a proven way to achieve rapid and profitablegrowth–ifdoneinaprofessionalanddisciplinedmanner.However,hereiswhatweseeinourindustry:• MSPowners lacka formaland intentionalprocess for finding companies toacquire,pursueand integrate

intotheirbusiness• ThislackofanexplicitandaggressiveacquisitionprocessmeansthatmanyMSPsmisstheopportunitiesto

dramaticallygrowtheirbusiness• Thislackofreadinesscanleadtowastingtime,makingbaddealsorfailingtoachievetheexpectedROIand

anticipatedsynergiesTheStructureOfTheAcquisitionAccelerationProgramThisprogramisuniqueandleveragesthecumulativeexperienceoftheTaylorBusinessGroupclientbase.TheprogramhasbeendesignedbyMichaelFranceandMichaelCummings–withthehelpandsupportofourclientswhohavemademultiplesuccessfulacquisitionsintheMSPbusiness.The program combines four workshops to train you have to find the right acquisition, close the deal andintegratetheacquisition.Then,wedevelopanactionplanforeachparticipantandexecutetheplanonaweektoweekandmonthtomonthbasis.Ourtraining,hands-oncoaching;accesstobestpracticesandpeergroupaccountabilityturnsthedesireforanacquisitionintoanintentionalbusinessprocessforyou.Thiscanbeagamechangerforyouin2018.Howitworks:• ThegroupisintendedforMSPsthatwanttoaggressivelypursueanacquisitioninthenextyearto18months• Taught by Michael France, Michael Cummings, and MSP owners have had made several successful

acquisitionsduringthepastfewyears



• Thestructureoftheprogram:

• On-boardingprocesstoensurethatyouarereadytoacquire• 12-18 month program of both workshops and coaching (four workshops and monthly coaching to

executeyouracquisitionplan):

• On-boarding:Includesavaluationofyourcompanyandcompleteofareadinessassessment(ValueBuilder,plusreviewsessionwithourcoaches)–includingRTPifnotacurrentclient

• Fourworkingsessionstobuildyouracquisitioncompetency:

• Plan:Understandingtheprocess,keystepsandskillsrequiredforsuccessfulacquisitions• Finding deals: How to prospect and network with owners to find willing sellers that fit your

acquisitionprofile• Pursuingandclosingdeals:Understandthekeystepsandmilestones(LOI;DD;Close)andhow

toexecuteeachstepwithnosurprisesormis-steps• Integratingtheacquisition:Howtoefficientlytransitioncustomers,employeesandotherassets

intoyouroperationandachieveyouroperationalandfinancialperformancetargets

• Monthlycoachingtohelpexecutetheplanandbeaccountableforbotheffortandresults• Groupaccountabilitycallstoensurethatallmembersareputting inthedesiredeffortandmakingthe

progresstheydesire

TOOLSETOPTIMIZATIONSPECIALSERVICES

Asamanagedservicesprovider,yourelyonabevyoftools-PSAs,RMMs,vendorportals,andmore.Allofthesecostyoumoneyeverymonth,andTaylorBusinessGroupcanhelpyoutogetthebestreturnforthatinvestment,aligningthetoolstoyourbusiness. Weuseourextensive,hands-onMSPexperiencetoimplement,configure,manage, and integrate these tools basedonbest practicesblendedwith theuniqueneedsof your teamandclients.• ImproveClientExperience-Asaninformationsolutionprovider,yourclientsexpectyoutohavea360°view

oftheirenvironmentandserviceneeds. Doyoursystemsgiveyourtechnical teamtheclaritytheyneed?Canyouidentifyclientserviceissuesinneedofimmediateattention?

• BetterData,MoreInsight-You'vefinallymanagedtogetyourtechnicalteamentering100%oftheirtime-congratulations! Nowyouneedtoensureyouaregettingtheinsightsfromthatdatatomakekeybusinessdecisions.AreyourtoolsalignedtoyourbusinessKPIs?

• MoreEffectiveTech-Thetoolsyouinvestinaredesignedtohelpyoutoleverageyourtechnicalteammore,but do you find them costingmore tech time than you expected? We can help you to streamline andsimplify,lettingyourtechnicalteamspendmoretimewithclients,andlesstimerememberingwhichoptiontoselectindrop-downfieldsorconsolidatingticketsforthesameissue.

WespecializeintheConnectWiseandKaseyafamiliesofproducts.



PROCESSOPTIMIZATIONSPECIALSERVICES

Goodprocesses support your team,not stifle them,enabling them tooperateat theirhighest levels. This isdoublytrueformanagedserviceproviders,whereoperationalefficiencyandeffectivenessarecritical toclientretention,teamretention,andprofitability.TaylorBusinessGroupwillworkwithyourprocessesatbothtacticalandstrategiclevels,maximizingtheoutputs,ensuringprocessesalignwithbotheachotherandyouroverallmission. Wetakeanapproachofmappingthecurrent process (whatever it may be), eliminating or consolidating unnecessary steps, using your tools toautomateasmuchaspossible,andbakinginaccountabilityandmeasurements.• Accountability,Reporting,andKPIs -Goodprocessesareacriticalprerequisite forhavinggooddata,and

gooddataisessentialforinformeddecisionmakingatalllevelsofyourcompany.Ourteamwillhelpyoutodefinemeasurementsofboth inputsandoutputs, tracking theoutcomesand identifyingwhichprocessesareworkingasintended,andwhichmaybenefitfromfurtherattention.

• ServiceDeliveryandProject - You trainyour team toanswer callswitha smile, and toput the customerneedsfirst,butdoyourprocessessupportthatmission?Whenaclientasksforsupport,doyouhaveaclearprocessthathandlesthatrequestfrominitiationtocompletion,definingaccountabilityandsuccessforeachstepoftheclient'sjourney?

• Internal Processes - Everything from hiring and terminations to auditing documentation and agreementrenewals,wewillapplythesamemethodologytomakingyourinternalprocessesaseffectiveasyourclient-facingones. Yourteamwillappreciatetheconsistencyinapproach,andyoucanspendlesstimeworryingaboutwhichtimeoffrequestsneedattention.

Taylor Business Group can helpwith these andmore, includingworkingwith you to design an operationallyeffectiveprojectflowfromsalesthroughprojectcompletionthatwillmaximizeyouroutcomesandprofitability.

BUSINESSINTELLIGENCEINSIGHTSSPECIALSERVICES

Withover2.5millionTBofdatagenerateddaily,cuttingthroughthenoisetofindactionableinsightscanbeadauntingtask. Built-inapplicationreportingoftendisappointsaswell,featuringreportsdesignedbydevelopersthatofferlimitedinsights. TaylorBusinessGroupcanhelp,tyingdatafromyourlineofbusinessapplicationstoyour KPIs to create dashboards and reports that help your team know how they are doing, andwhat needsattention.

FINANCEANDACCOUNTINGSPECIALSERVICES

Finance and Accounting Consulting from the Taylor Business Group can help you gainmore control over thefinancialaspectsofyourbusiness.Throughdetailedanalysisandassessment,wecanhelpyouplanandcreateapositivefinancialposition.



Haveyoubeenaskingyourselvesthesequestions?

• Whycan’tIgetmyfinancialscompletedinatimelymannereachmonth?• Aremyfinancialstatementscorrect?• DoesmyChartofAccountsreallyreflectmybusinesstoday?• CansomeonetellmeexactlywhatmyIncomeStatementandBalanceSheetarereporting?• WhyaremyAccountsReceivablesnotbeingcollected?• Whyaremyexpensesnotalignedwithmyrevenues?• Whydon’tstatementsgooutbythe20thofeverymonth?• Whoismanagingmycashflow?• Whatshouldmyfinancialslooklikeversuswhattheyare?• DoIreallyneedtohiremoreadministrativestafftorunmybackoffice?• HowcanIgetbettertermswithmyvendors?

TheTaylorBusinessGroupofferssolutionstothesequestions.Wehavefinanceandaccountingconsultantsonourteamwhocanworkwithyoutoresolvetheseissuesbyfirstprovidinganassessmentofyourfinancialsandaccountingprocessesandthendetermineacourseofactiontoresolvetheproblemsbeingencountered.

Inadditiontothefinanceandaccountingservicesmentionedabove,ourteamofconsultantscanworkwithyoutodevelopaProcessandProceduresManualandEmployeeHandbook.Thesetwodocumentswillhelpprovideyour staff with written explanations of your processes and procedures and the expectations of officeperformancealongwithcompanybenefits.

SUCCESSBYSELECTIONASSESSMENTSPECIALSERVICES

Jobs --- and the talentsof thepeoplewho fill them --- are thebuildingblocksofbusiness success. For yourbusinessestoexcel,it’sessentialtofocusonidentifyingbetterwaystosecurethetalentnecessaryforoptimumperformanceandproductivityinspecificjobs.

It is clear that candidates have unique behaviors andmotivators that can bematched to specific jobs… butseldomare!! Thechallengeistodiscoverthetalentsrequiredbyajobandthenmatchthemtothetalentsofyour candidates. The bottom line is that the right talent in the right job equals top performance, greateremployeesatisfactionandhighretentionlevels.

Toassistyou in this job/candidate talentmatchingprocess,TaylorBusinessGroup introducedour“SuccessbySelection Assessment” program. The patented process uncovers job-related behaviors and motivators andprovidesfeed-backtohelpyoutounderstandwhytheyarenecessaryforsuperiorperformance.TheJob/Talentcomparison process will produce questions that can be used as a guide in crafting applicable job-specificquestions foran interviewandgenerateapersonalizedassessmentthatwillmeasurethebehavioralstyleandworkplace motivators of candidates. As a result, comparing candidate talents to job talent requirements isstraight-forward.



TheSBSAssessmentserviceutilizesthevalidated,reliableTTISuccessInsights™ReportprovidedbyTTI,Ltd.---an international organization with a proven track record along with the highly acclaimed DISC PersonalityAssessmentReport. Thisreport is used inthe jobmatchingprocessbutalsohasapplicationoncethehiringprocess in complete since the behavioral and motivational insights in the report can be used with newemployeesforcoaching,talentdevelopmentandperformanceappraisals.

DISCstandsforDominance,Influencing,SteadinessandConscientious.Thebehaviorofmostofthepopulationisacombinationoftwoormorestyles;therefore,torefertosomeonemerelyasaHighDisuseful indescribingonlytheirprimaryorcorebehavior.ThefirststepoflearningtheDISClanguageistolearnthePureStyles(HighD,HighI,HighS,andHighC)andbeabletorecognizeaperson’sprimarybehaviorandadaptaccordingly.

Wetested10eachofthemostsuccessfultechnicalandsalestalentfromourclientbase.Fromthattestingnotonlywerestandardbenchmarksforbehavioralstyleestablishedbutwerealsoabletoprovidemotivatorfactorbenchmarks to help determine the most effective management techniques for prospective or currentemployees.

THEVALUEBUILDER™SYSTEMSPECIALSERVICES

After analyzing more than 30,000 businesses using the ValueBuilder System™, researchers discoveredthatcompanieswithaValueBuilderScoreof80ormorereceivedoffersthatwere71%higherthantheaveragebusiness.Whetheryouwanttosellyourbusinessforapremiumnow,orsimplyknowthatyoucould,TheTaylorBusinessGroup,usingTheValueBuilderSystem™,willhelpyoudramaticallyincreasethevalueofyourcompany.Injust13minutes,andatnocosttoyou,youcanknowyourcompany'sValueBuilderScore.



ContactUs

TaylorBusinessGroupPostOfficeBox3874SaintCharles,IL60174-9085(630)[email protected]

OurMissionOurmission is toprovide ideasandmethodologies for themanagement teamofour clients to implementorenhancestrategicthinkingintotheirorganization;thusprovidingtheiremployeesandcustomersaclearvisionoftheclient'sfuture,theproductsandservicestobeoffered,andthemeanstodelivertheirservicesandproductsforareasonableprofit.

OurHistoryThe Taylor Business Group was started in 2001 by Larry and Elaine Schulze in an effort to share the seniormanagement expertise and knowledge that they gained, respectively, over the past three decades. TBG hasenjoyedconstantgrowthsinceitsinceptionandhasprovidedmanagementcoachingtohundredsofITSolutionProviders throughmanagement coaching engagements, Business Improvement Groups (peer-to-peer groups),andmanagementworkshops.TBG will bring years of management experience to your company. We can assist in areas of managementcoachingpertaining toyour sales, service,oradministrativedepartments.Our focus is toassist you indrivingmoreprofitstoyourbottomline.Inadditiontomanagementcoaching,TBGnowoffersfinanceandaccountingservicestoassistITSPswiththeirbackofficeprocessandprocedures.



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