#10 – From the Trenches - MSP Exit & EOS Lessons (Jeff Wynn)

A candid founder-to-founder conversation on building an MSP you actually want to work for—and how to exit it on your terms. Josh Peterson talks with Jeff (co-founder, New River Computing) about strategy, EOS, ideal clients, and navigating the emotions and mechanics of a sale. ✅ Enjoyed this episode?  Like, subscribe, and share your biggest takeaway below.  https://beringmckinley.com/bering-mckinley-podcast-blog Jeff — co-founder of New River Computing — joins Josh to unpack the real-world journey from “walking-around money” side gigs to a values-driven MSP and, ultimately, a successful exit. You’ll hear how peer teams, EOS, and financial literacy turned guesswork into deliberate growth, why “build the company you want to work for” matters, and what it actually takes (and feels like) to sell. 👉 From ad-hoc IT to intentional strategy: using peer teams & EOS to professionalize 👉 Financial foundations that attract buyers: clean books, EBITDA focus, and planning 2–5 years out 👉 Ideal Client Profile in practice: saying “no,” tightening scope, and pricing for value 👉 Owner-led sales done right: consultative conversations, fit tests, and when to hire (or not) 👉 Exit lessons learned: S-Corp status pitfalls, transparent communication with staff, and post-sale life Throughout, Jeff shares people-first leadership moves—benefits, flexibility, and financial-planning education for staff—that built loyalty and durability. They also touch tools and ops (ConnectWise invoicing, Microsoft 365/Intune/Entra ID training priorities, Huntress as a dependable security partner). If you’re an MSP owner aiming to boost profitability, increase enterprise value, and create optionality at exit, this episode is a masterclass in doing it intentionally. “Visit https://beringmckinley.com for more MSP resources.” 🔗 Resources & Links • Jeff Wynn New River Computing: https://newrivercomputing.com/ • Bering McKinley MSP Consulting: https://beringmckinley.com ⏱️ Chapters 00:00 – Reconnecting & peer-team history 01:23 – From the trenches: Jeff’s IT roots 03:24 – Early roles: nonprofit & Virginia Tech 04:52 – Strategy vs. “walking-around money” 06:24 – Getting serious: finances, peers, EOS 08:37 – Life goals → business strategy 10:15 – People-first culture: benefits & loyalty 12:22 – Financial literacy for teams (401k, planning) 14:25 – Hard moments & learning the numbers 16:45 – Owner-led sales: evolution & fit testing 18:28 – Why some sales hires failed 20:19 – What makes sales fun (and effective) 22:35 – Mission, vision, values unlock with EOS 24:16 – ADHD as founder superpower (with guardrails) 26:22 – Defining the Ideal Client Profile 28:58 – If starting today: MSSP tilt & methodical finance 33:06 – Planning for exit: timelines & expectations 34:10 – Non-financial deal criteria (people & clients) 36:59 – Getting in market: offers over 4 years 42:05 – Transparency vs. confidentiality with staff 46:58 – The all-hands meeting: how they told the team 52:14 – Life after close & changes to EOS cadence 53:28 – Deal satisfaction & post-sale involvement 56:53 – Rapid-fire: tools, training, and leadership lessons 🔍 Primary Keywords MSP exit planning, MSP valuation, EBITDA, EOS implementation, peer teams, financial literacy for MSPs, ideal client profile, ConnectWise invoicing 🔍 Secondary Keywords owner-led sales, co-managed IT, Microsoft 365 Intune Entra ID, cybersecurity stack, Huntress EDR, culture and benefits, QBRs, service profitability #️⃣ Hashtags #beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #exitplanning, #mspvaluation, #eos, #connectwise, #peerteams, #mspgrowth, #itservices, #mspowner, #comanagedit, #microsoft365, #entraID, #intune, #cybersecurity, #huntress, #serviceprofitability, #leadership