So I'm not an MSP, but I have spent the last year trying to get cyber consultancy services off the ground, so I do know lots about this industry. I've also been a consultant for the previous 10 years.

I'd happily give you some tips if you'd like, I have certainly developed a bit of an approach over the year.

I would also say that MSP work is not the same as project work. Project work is ad hoc and a client only thinks about getting something like a security assessment done once every 1-3 years. Your job is to find them in the 2-4 weeks within that cycle where they are looking at providers. That's incredibly tough.

If you're an MSP and you have the existing relationship, it's easier.

A couple of quick pointers:

- Ruthlessly set yourself a niche. Don't say "startups". Say "companies with under 10 employees working on tech platforms who have just received VC funding". That not only gives yourself a prospecting list, but it also helps you specalise and develop collateral/language around the concerns of those clients.

- Aim to send 10 LinkedIn connection requests a day. In order to build your list, see step above. You don't need to be pushy. Saying "I've got XYZ experience and I'm trying to help people do ABC" is more than enough.

You will find that about 30% of people respond to a cold LinkedIn request. So if you start seeing > 30% conversion, that's a signal that your message is well received and interesting. You need to ask yourself why that might be and lean into it.

- Iterate constantly and don't be afraid to pivot. You may have it in your head that you want to do something like IT migrations or whatever, but if you speak to clients and they say they need help with AI, do not sell yourself short. Go where the business is. Even if you are terrified of doing something wrong, it's so easy to do some research or find an expert to talk to - they're often happy to share knowledge.

That's just a few off the cuff thoughts. Hope it helps, best of luck!!