#69 – From the Trenches: Owner-Led Sales, Dispatch Discipline & Sustainable MSP Growth (Chad Kempt – Fast Computers)

Growing an MSP from “computer guy” to a multi-technician, acquisition-ready business isn’t about hacks or hype—it’s about talking to more people, building real systems, and avoiding the wrong hires at the wrong time. In this episode, Josh Peterson is joined by Chad Kempt, founder and president of Fast Computers, an Ontario-based MSP that’s been serving clients since 1998 and recently merged with another provider to expand its footprint.   Chad and Josh unpack why most sub-$1M MSPs don’t need a salesperson—they need the owner to step up—and how dispatch and service management can either unlock growth or destroy margins if you get the structure wrong. They also dig into realistic targets, ASCII-level peer community involvement, and the discipline required to use data without drowning in dashboards. 🎙 What We Cover in This Episode   • Chad’s 27-plus-year journey from solo “computer guy” to MSP founder • Why owner-led sales usually beat early sales hires for small MSPs • The shift from 5–25 seat SBS clients to 50–150 seat cloud-first organizations • How Fast Computers approached M&A and the operational load that comes with it • Dispatch vs. service management: who owns hours, schedules, and tickets • When to hire an admin/dispatcher and when to hold off on a service manager • The danger of saying “yes” to every client request and shrinking your margins • Picking a few meaningful PSA metrics instead of chasing every chart • How ASCII community involvement helped Chad refine his model and mindset 👤 Guest Links   Guest LinkedIn: https://www.linkedin.com/in/chadkempt/ Company Website: https://fastcomputers.ca/ 🚀 Subscribe & Follow BMK Vision   YouTube (Video Podcast): https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1   Learn More About the Vision Platform: https://beringmckinley.com/vision   Apply to Be a Guest: https://beringmckinley.com/bering-mckinley-podcast-blog