When Shawn Walsh left his career as a police officer in 1999 to focus full-time on his growing managed service provider (MSP), he had no idea his journey would later inspire MSPs across the industry. With a passion for business and technology, Walsh found a transformative approach to business growth through a book that has since become a cornerstone of his success story.
Even while serving as a police officer, Walsh was drawn to business and technology. He began his MSP as a side hustle, but its success eventually demanded his full attention. In 1999, he made the leap, leaving the police force behind to grow his business.
Over the next 23 years, Walsh immersed himself in learning everything he could about business, earning an MBA along the way. In 2012, he discovered The Pumpkin Plan by Mike Michalowicz—a book that would change the trajectory of his MSP.
The Power of the Pumpkin Plan: “Seed, Weed, and Feed”
In the book, Michalowicz outlines a straightforward framework to help entrepreneurs grow their businesses:
- Seed: Focus on finding the right opportunities.
- Weed: Eliminate bad fits.
- Feed: Nurture the winners.
Walsh embraced these principles, transforming his MSP. “He did such a great job of making complex topics very practical, and it made it very easy for us to put those practical steps into play,” Walsh said.
From MSP Owner to Consultant and Author
After selling his MSP in 2017, Walsh partnered with David Cava, a fellow MSP entrepreneur he met at a ConnectWise event, to form Encore Strategic Consulting LLC. Together, they set out to help other MSPs achieve the same success.
Their admiration for The Pumpkin Plan inspired them to approach Michalowicz with a proposal: a version of the book written specifically for MSPs. With Michalowicz’s support—and a licensing agreement—they created The Pumpkin Plan for Managed Service Providers.
The new book retains about 15% of the original content while tailoring the rest to the MSP industry. “Shawn and David really nailed it,” Michalowicz said. “I believe that both the original book and the new MSP version create a powerful one-two punch for business owners in this sector.”
Applying the Pumpkin Plan to MSPs
The updated Pumpkin Plan framework offers strategies specifically for MSPs, broken down into the same three steps:
1. Seed: Finding the Right Clients
Planting the right seeds begins with identifying your target audience. Walsh advises MSPs to ask:
- What does an A-list client look like?
- Where do they network or advertise?
- What organizations do they support?
“Those details are important because MSPs need to meet those potential clients where they are,” Walsh said. “If they support the United Way, you should be getting a booth at one of their trade shows or taking out an ad on their website.”
2. Weed: Saying No to Bad Fits
Not every potential client deserves your time. Knowing when to say no is crucial, Walsh explained:
- Look for clients who align with your pricing, stack, and business model.
- Avoid those who delay payments or demand extensive customization.
“You need to be able to say no, and you need to know who to say no to,” Walsh said. “It’s actually more important to be able to say no than to say yes.”
To help MSPs make those tough decisions, the book includes a chapter called “Ruthless Inventory”, which walks business owners through identifying and letting go of bad clients.
3. Feed: Nurturing Your Top Clients
Once you’ve identified your A-list clients, the next step is nurturing those relationships. Walsh suggests:
- Meeting regularly to ask how you’re doing and how you can better meet their needs.
- Ensuring you’re consistently adding value to their business.
A Real-Life Transformation: Amicus IT
David Phillips, owner of St. Louis-based Amicus IT, is a believer in The Pumpkin Plan. A former client of Cava’s, Phillips used the book’s principles to revamp his business:
- Focus on core strengths: Amicus IT shifted its focus to serving the legal sector, even rebranding from St. Louis IT Solutions to Amicus IT to reflect this new direction.
- Streamline offerings: Updating the tech stack and raising prices naturally weeded out clients who didn’t value the service.
- Adopt complementary frameworks: Walsh and Cava helped Amicus IT implement the Entrepreneurial Operating System (EOS), which clarified priorities and defined success metrics.
“This was one of the scariest exercises we have gone through as a business,” Phillips said. “That’s why it’s important to have people that you trust and have been down the same path on your side. And I wouldn’t do it without a group of peers to rely on.”
Why MSPs Should Take Note
Whether you’re looking to attract better clients, streamline operations, or grow strategically, The Pumpkin Plan for Managed Service Providers offers practical advice tailored to your business.
By following the principles of seed, weed, and feed, MSPs can focus on what matters most, eliminate distractions, and build a business designed for long-term success. As Walsh puts it, “Spend that time with your A-list clients.”
Images: Dall-e3
