No Asshole Policy for MSP Clients (975)

Live from Zero Trust World 2026, I sit down with Cobalt’s own Ian Dunstan to unpack how he transformed a small break‑fix shop into a security‑first MSP that clients happily pay more for. We talk zero trust, ThreatLocker, managed services, and why drawing a hard line on culture and client behavior might be the most powerful business decision you make this year.​ Why listen Hear how Ian “ripped up” his IT business and rebuilt a modern MSP offering from the ground up.​ Learn how to move legacy clients onto a security‑driven stack with Kaseya, Datto, Microsoft 365, EDR, and MDR.​ Get practical ideas for packaging services into one top‑tier managed services plan instead of bronze/silver/gold.​ Understand how ThreatLocker fits into a Zero Trust strategy and how to roll it out without losing your mind.​​ Hear real‑world perspective on the UK Cyber Security Resilience Bill, Cyber Essentials, and what rising compliance expectations mean for MSPs.​​ Steal Ian’s “no asshole policy” and “pain per pound” concept to protect your team and profits from toxic clients. Mentioned in the Show Two Locks and a Cox (rugby podcast): https://open.spotify.com/show/2-locks-and-a-cox (best match; verify) Talking Tech Beyond the Buzzwords: https://cobalt.so/news/talking-tech-beyond-the-buzzwords (landing from Cobalt) EOS – Entrepreneurial Operating System: https://www.eosworldwide.com Zero trust security: https://www.cisa.gov/zero-trust-maturity-model Guests Ian Dunstan — Cobalt Business IT and Comms | https://cobalt.so | https://www.linkedin.com/in/ian-dunstan-107bb36 Shout-outs Sarah Cox, Two Locks and a Cox (rugby podcast co‑host): https://podcasts.apple.com/us/podcast/two-locks-and-a-cox-from-devons-radio-exe/id1693283493| Ben Lee, Two Locks and a Cox (rugby podcast co‑host, retired Premiership rugby player): https://podcasts.apple.com/us/podcast/two-locks-and-a-cox-from-devons-radio-exe/id1693283493| Chris Thomas, Cobalt Business IT and Comms / Talking Tech Beyond the Buzzwords: https://cobalt.so| Companies / Vendors Mentioned Kaseya | https://www.kaseya.com  Datto (a Kaseya company) | https://www.datto.com Cyber Essentials | https://www.ncsc.gov.uk/cyberessentials/overview| Cyber Essentials Plus | https://www.ncsc.gov.uk/cyberessentials/overview| Solicitors Regulation Authority (SRA) | https://www.sra.org.uk Financial Conduct Authority (FCA) | https://www.fca.org.uk Cyber Security Resilience Bill (UK) | https://www.gov.uk/government/collections/cyber-security-and-resilience-bill EOS – Entrepreneurial Operating System | https://www.eosworldwide.com === SPONSORS:  Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC:  Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.