What’s Your SMaC Business Recipe for Success?
Best-selling author Jim Collins and ConnectWise CEO Arnie Bellini spent much of last week's IT Nation conference talking about SMaC: A specific, methodical and consistent (SMaC) recipe for success. Bellini even shared his SMaC recipe for success as an IT service provider in Tampa, Fla. Here it is.
The SMaC recipe includes:
- Service clients within 50 mile radius of our office.
- System engineers must be 80% billable.
- Hire ONLY fast, smart people. They must pass our testing.
- Make our colleagues happy; achieve super-low employee turnover.
- Create accountability for servicing clients; establish an owner of an issue — hand-offs cause fumbles.
- We will sell hardware with a 20 percent margin target.
- We should get recurring revenue from EVERY client.
- Customers must leverage more than one of our offerings: Service, hardware, agreement, development.
- Avoid lawyers and doctors as clientele.
- Don't take on clients that have their own IT departments — though that changed when ConnectWise introduced a co-managed IT tool.
Then Bellini quipped that many IT service providers typically have the following SMaC recipe:
- Don't know.
- Not sure.
- Still thinking.
- Give me a second.
- Probably something with the cloud.
- Dude, why are you asking me this stupid question?
- I'm too busy right now.
- I know Joe knows; hey Joe!
- We'll figure it out later.
Bottom line: You'll notice that a SMaC recipe for success is pretty boring and straightforward. There's no need to chase shiny new technologies. Instead with the mundane but do it with fanatical focus.