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.

In this episode of Profit, Grow, Exit, Abi Walsh sits down with Shawn Walsh and Michelle Scribner, CEO, Sum of All Numbers, to break down why forecasting is one of the most important tools for business owners who want long term profitability and growth.

They discuss the difference between looking backward at financials versus planning ahead with forecasting, how the Profit First framework helps entrepreneurs improve cash flow, and why so many business owners forget to pay themselves while growing their companies.

Michelle Scribner shares practical insights on creating a 12 month rolling forecast, understanding cash flow, planning for hiring, tracking expenses correctly, and using financial data to make smarter business decisions before problems happen. Shawn Walsh explains how budgeting and forecasting create discipline, improve focus, and help business owners avoid emotional spending and risky decisions.

This conversation also covers:

* Profit First methodology for entrepreneurs
* Why forecasting matters for business growth
* How to improve cash flow management
* Rolling 12 month forecasting strategies
* Common budgeting and forecasting mistakes
* Using data instead of gut feelings in business
* Planning for hiring, scaling, and profitability
* Why business owners must pay themselves
* Financial planning for MSPs and service businesses
* How forecasting helps businesses prepare for growth and exit

If you want to build a business that is profitable today, scalable tomorrow, and valuable enough to exit in the future, this episode delivers practical strategies you can apply immediately.

Host:
Abi Walsh
Shawn Walsh

Featuring:
Michelle Scribner
CEO, Sum of All Numbers
Connect with Michelle Scribner on LinkedIn - https://www.linkedin.com/in/michelle-scribner-94ab881aa/

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.

Abi Walsh sits down with Sonja (Fridell) Pomerleau, Chief Operating Officer at Next Level Now, Inc., for a deep dive into how operational discipline, EOS, and verticalization are reshaping MSP growth and profitability.

Sonja shares her unconventional path from aspiring journalist to software sales during the 2008 recession, and how she helped scale a VAR from under 1M to over 12.5M in revenue. Now at Next Level Now, she focuses on building embedded finance teams for MSPs and driving operational maturity over pure revenue growth.

In this conversation, they explore why systems and leadership structure matter more than chasing revenue, how EOS creates clarity inside fast-growing companies, and why focusing on a single vertical like MSPs can unlock stronger marketing, better talent performance, and predictable scaling.

They also discuss modern sales tactics in an AI-heavy world, why human connection still wins, and how MSPs can position themselves as trusted advisors in a rapidly changing tech landscape.

Featuring:
Sonja (Fridell) Pomerleau
Next Level Now, Inc.
Chief Operating Officer

Connect with Sonja (Fridell) Pomerleau on LinkedIn - https://www.linkedin.com/in/sonjafridell/

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.

In this episode of Profit, Grow, Exit, Abigail Walsh, Channel Manager at Wingman MSP Marketing, sits down with Josh Smith to unpack the biggest marketing mistakes MSPs make and how to build a pipeline that drives consistent growth.

Many MSP owners rely too heavily on referrals, but when referrals slow down, growth stalls. Josh explains why MSP marketing is different from selling products, why trust is everything, and how providers can stand out in a crowded market.

They also discuss how MSPs can improve their websites, generate better leads, follow up more effectively, and create long term sales opportunities instead of chasing quick wins.

What You’ll Learn in This Episode:

Why relying only on referrals is risky for MSP growth
How MSPs can build trust before prospects are ready to buy
The biggest website mistakes hurting conversions
Why follow up matters more than most MSPs think
How cold calling still works when done the right way
What makes MSP marketing different from traditional marketing
How community and peer groups help MSP owners grow faster

If you run an MSP and want more qualified leads, better sales systems, and long term growth strategies, this episode is packed with practical advice.

Connect with Josh Smith on linkedin - https://www.linkedin.com/in/josh-smith-b181b6184/

Subscribe for more MSP growth, sales, and exit strategies.

#MSPMarketing #ManagedServiceProvider #LeadGeneration #MSPSales #BusinessGrowth #WingmanMSPMarketing #ProfitGrowExit

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.

In this episode of Profit, Grow, Exit, Abigail Walsh sits down with Juan Soto, President and Microsoft Access Guru at IT IMPACT INC, to explore how artificial intelligence is transforming MSPs, service businesses, and the future of work.
With more than three decades of business experience, Juan shares how AI is already driving massive productivity gains, changing the role of developers, and creating new opportunities for MSP owners who are ready to adapt. He also explains the biggest mistakes companies make when adopting AI and how to implement it securely.
From sales growth to team efficiency, this conversation is packed with practical insights for MSP leaders and business owners who want to stay ahead of the curve.
What You’ll Learn in This Episode:
How AI is increasing productivity for service businesses
Why MSPs need to talk to clients about AI now
The biggest security mistakes companies make with AI tools
How AI can help businesses grow without layoffs
Why developers and programmers may evolve faster than expected
How EOS helps founders move from operator to visionary
Lessons from building a global team across four continents
Why sales skills are still critical in a tech driven world
If you run an MSP or technology business, this episode will help you understand how AI can become a growth tool instead of a threat.
Subscribe for more MSP growth, leadership, sales, and exit strategies.

Connect with Juan Soto on Linkedin - https://www.linkedin.com/in/juansoto/
#AIforMSPs #MSPBusiness #ArtificialIntelligence #ManagedServices #BusinessGrowth #EOS #ITIMPACTINC #ProfitGrowExit

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.

What does it really take to stop running your business and start owning it?

In this episode of Profit, Grow, Exit, Abigail Walsh and Shawn Walsh sit down with David Jenyns (Creator of SYSTEMology®) to break down the real shift from operator to owner.

If you feel stuck doing everything in your business, constantly firefighting, or hitting a growth ceiling, this conversation will show you exactly why it’s happening and how to fix it.

They dive into why most entrepreneurs struggle with systems, how to build a business that runs without you, and what it takes to create something truly scalable and sellable.

You’ll learn:

* The real difference between owning a business and owning a job
* Why growth can actually hurt your business if systems are missing
* How to identify your first process to document
* What a Systems Champion is and why you need one
* How to escape burnout and operational chaos
* The hidden cost of staying too involved in daily operations
* How to build a business that buyers actually want

This episode is for founders, entrepreneurs, and business owners who want more freedom, more control, and a clear path to exit.

If you’re serious about scaling without being stuck in the day to day, this is a must-watch.

Connect with David Jenyns on Linkedin - https://www.linkedin.com/in/david-jenyns/

Subscribe for more insights on business growth, systems, and exit strategy.

#BusinessGrowth #Entrepreneurship #Systemology #ScalingBusiness #BusinessOwner #StartupGrowth #ExitStrategy #Leadership #SmallBusiness #ProcessSystems

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.