#74 – Don’t Be That Guy: Your Business Is Awesome (Gary Boyle & Ryan Alter)

Your MSP business is doing more right than you think—but the industry rarely pauses to say it. In this episode, Josh Peterson is joined by Gary Boyle and Ryan Alter for a “Don’t Be That Guy” conversation that flips the script: why the MSP business model is awesome, why it’s often more resilient (and sellable) than other SMB categories, and what owners must do to protect margin as the market tightens.   They unpack how high retention can quietly create a comfort plateau, why price increases get delayed (even when everyone knows they should happen), and why the only metric that really tells the truth—regardless of MRR, per-seat, or hourly billing—is effective hourly rate. If you want a healthier team, better clients, and a business that can actually fund your life and your future, this one is a mindset reset.   ⸻   🎙 What We Cover in This Episode Reframing MSPs as a resilient, sellable SMB model Working on the business vs in the business (and escaping burnout) Why 90%+ retention can cause growth stagnation Margin erosion and the annual price-increase discipline “Good / Better / Best” client segmentation to create capacity CAC: how to calculate it and where MSPs overspend Recurring vs project work—and why EHR is the truth How pricing affects service quality, talent, and client behavior   ⸻   👤 Guest Links   Gary Boyle (LinkedIn): https://www.linkedin.com/in/garyboyle/  Ryan Alter (LinkedIn): https://www.linkedin.com/in/ryan-alter-896a5b11/ Josh Peterson (LinkedIn): https://www.linkedin.com/in/joshdpeterson/   ⸻   🚀 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/blog#speaker-form