#106 - "Why Would I Fix Something That Isn't Broken?" | BMK Vision Roundtable

"I've been giving onboarding away for years and I close a lot of deals. My competitors who charge for it lose deals. So why would I fix something that doesn't seem broken? What am I actually missing?" That's the listener question. In this Roundtable episode of The BMK Vision Podcast, Josh Peterson and Gary Boyle answer it directly — and the answer is not what the asker wants to hear. Giving away onboarding feels like a sales strategy. It is actually a positioning decision. Gary's first move is to stop the framing: how do you know that was why you won? How do you know the competitors who charge are actually losing those deals? The asker has built a sales story on data he does not have. And underneath the sales story is a structural problem he has not named — when an owner gives onboarding away, the operating reality is almost always that there is no real onboarding to give. The free price tag is the financial signature of the work that never got built. The episode walks through the new-MSP client who could not sell until he had a real offer to put in front of prospects, the doctor-patient frame for what buyers are actually paying for, why one month of recurring revenue is a number not attached to reality, and the close that names the whole frame: the thing that works in the short term is not the thing that works in the long term. 🎙 What We Cover in This Episode - Sales strategy or positioning decision — which choice are you actually making? - "How do you know that's why you won?" — the question the asker has not answered - Free onboarding usually means there is no onboarding - The new-MSP client who could not sell until he had a real offer - Assessment, onboarding, support — one system, not three - Scoping onboarding like a project, not pricing it like a discount - The doctor-patient frame for what the buyer is actually paying for - The trap — if you give it away, you better actually do the work - Selling the assessment first, not the MSP proposal - Why the thing that works in the short term is not the thing that works in the long term ⸻ 👤 Host Links Josh Peterson: https://www.linkedin.com/in/joshdpeterson/ Gary Boyle: https://www.linkedin.com/in/garyboyle/ ⸻ 🚀 Subscribe & Follow BMK Vision YouTube: https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Vision Platform: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog#speaker-form ⸻ 🔎 SEO Keywords MSP onboarding, MSP free onboarding, MSP onboarding fee, MSP assessment, MSP discovery, MSP sales process, MSP positioning, MSP pricing strategy, MSP roundtable, BMK Vision Podcast, Bering McKinley 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #106 - "Why Would I Fix Something That Isn't Broken?"