Abi Walsh speaks with Atul Bhagat, President and CEO at BASE Solutions, about what it really takes to grow an MSP without losing the culture and personal service that makes it successful in the first place.

In this conversation, Atul shares how BASE Solutions evolved from IT management in law firms into a specialized MSP serving legal clients and beyond. He explains why he chose a niche early on, how referrals shaped their growth, and why flexibility in service delivery has been central to their long term success.

They also explore the challenges MSPs face while scaling, including hiring the right people, retaining talent, and knowing when a client is or is not the right fit. Atul discusses the importance of avoiding a cookie cutter approach and how building real relationships with clients has driven loyalty and long term retention.

The discussion also covers modern MSP challenges such as AI adoption, marketing shifts, peer groups, and how the industry is moving toward more consultative, strategic partnerships with clients rather than just support based services.

Key topics include MSP growth strategy, client experience, culture driven leadership, legal industry specialization, referrals, team building, and the future of AI in IT services.

Guest -
Atul Bhagat
President and CEO at BASE Solutions
Connect with Atul Bhagat on LinkedIn - https://www.linkedin.com/in/abhagat/
I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms:
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.

Most businesses spend months trying to adapt to software that was never built for them, wrestling with clunky systems, patching gaps with spreadsheets, and wondering why teams avoid the tools they paid for.

In this episode, Abi Walsh sits down with Trevor Bollers, President of Letter B Global Technologies, a custom software development company built on a different idea: design software around the culture of your business, not the other way around. Trevor brings experience from the NFL, logistics, and two decades in tech, applying the discipline he learned on the field to every client engagement.

Trevor explains what he calls cultural design, starting with how a business actually operates before writing a single line of code. He shares why spreadsheets are often the clearest signal of software failure, how Letter B connects onshore strategy with offshore delivery, and what MSPs often miss when approaching AI.

Key Takeaways:

Your spreadsheets reveal the truth about where your software is failing and where work is actually happening
Cultural design means building software around how your team thinks and works, not forcing them to adapt
Most AI tools are used like search engines, but real value comes when AI connects directly to your business data
Integrated AI understands your customers, pipeline, and patterns, helping surface what needs attention next
MSPs should use software partnerships to strengthen client relationships, not replace them, and scale gradually
Security and AI contracts differ, and business owners need clarity on where their data actually goes
AI may reduce execution-heavy offshore work, but strategic, consultative thinking remains essential
Building through the 2008 downturn taught the importance of discipline that carries through cycles

Connect with Trevor Bollers on LinkedIn: [https://www.linkedin.com/in/trevb/](https://www.linkedin.com/in/trevb/)
Visit Letter B Global Technologies: [https://www.letterbglobal.com](https://www.letterbglobal.com)
Email: [tbolllers@letterbglobal.com](mailto:tbolllers@letterbglobal.com)

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms:
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.

Adam Barney, President of Framework IT, joins Abi Walsh on Profit, Grow, Exit to share the real story behind scaling an MSP to nearly $10M in revenue and landing on the Inc. 5000 list multiple times.

In this conversation with Abi Walsh, Adam breaks down the hard lessons most MSP owners learn too late. From pricing mistakes and bad fit clients to leadership burnout, partner breakups, and the shift from chasing revenue to building real profitability.

They also dive into the future of AI in the MSP industry, why help desks may become commoditized, and how managed service providers can stay valuable in the next decade.

Key topics covered:
• Why growth alone does not fix profitability
• The danger of saying yes to every client
• How poor fit clients create chaos and burnout
• Building scalable systems instead of reactive operations
• The importance of peer groups and industry benchmarking
• Why MSPs should charge higher prices earlier
• How AI will reshape managed services and consulting
• What will separate winning MSPs over the next 5 years
• Leadership lessons from scaling Framework IT

If you are an MSP owner looking to grow smarter, improve profitability, and future proof your business, this episode with Abi Walsh and Adam Barney is packed with practical insights.

Connect with Adam Barney on LinkedIn - https://www.linkedin.com/in/adam-barney-9810679/

#AbiWalsh #AdamBarney #FrameworkIT #MSP #ManagedServices #BusinessGrowth #Leadership #Profitability #AI #Cybersecurity #Entrepreneurship #MSPBusiness #ManagedServiceProvider #BusinessStrategy

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms:
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.