#38 – From the Trenches: Early MSP Days & Growth Mindset (Tim Taylor)

In this From the Trenches episode, Tim Taylor—founder of TaylorWorks and longtime MSP owner and consultant—joins Josh Peterson to unpack what it really takes to grow an IT services business from the early break-fix days into a modern, profitable managed service practice. Drawing on more than two decades in the channel, Tim shares candid stories about starting with limited capital, learning to raise prices with confidence, turning technicians into trusted sellers, and building recurring revenue without losing sight of utilization, gross profit, and team health. For MSPs who want a clearer operating system for growth, this conversation pairs naturally with the structure and accountability of the BMK Vision program.

Throughout the discussion, Tim and Josh explore how mindset, focus, and financial discipline separate thriving MSPs from those that stay stuck—whether it’s resisting “shiny object” tool changes, partnering strategically with copier dealers, or tracking the right KPIs like staff utilization, sales pipeline, and monthly P&L. They also reflect on how the industry has evolved from paper timesheets and ad hoc projects to data-driven, financially literate service organizations, and why owners must keep learning, networking, and refining their business model to stay ahead. If you’re serious about growing your MSP on purpose—not by accident—this episode offers a grounded, experience-backed roadmap you can use alongside resources like BMK Vision: Real Impact, Real Growth.

For MSPs working to balance early growth with solid financial foundations, this episode reinforces the importance of clear pricing, disciplined time entry, and intentional sales activity rather than relying on tools or luck alone.

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Episode Highlights

• 00:00:11 – Why technicians can and should sell—and how their built-in trust with clients becomes a sales superpower.
• 00:02:48 – Tim’s entrepreneurial leap: starting his MSP at age 40 with $500, a mortgage, and a determination to make it work.
• 00:10:00 – Realizing early MSP hourly rates were far too low and the journey from $75/hour to a sustainable, value-based price.
• 00:16:40 – The real trade-offs between hourly billing and recurring revenue—and why gross profit matters more than the label.
• 00:23:49 – How copier dealers are entering the MSP space, and where independent copier dealers make powerful strategic partners.
• 00:36:53 – Avoiding “shiny object syndrome” when it comes to PSA, RMM, and tool stacks that disrupt operations more than they help.
• 00:45:24 – The three must-watch MSP KPIs: staff utilization, sales pipeline health, and a disciplined monthly P&L review.

About the Guest

Tim Taylor is the founder of TaylorWorks, a Central Florida MSP he built from a trunk-of-the-car startup into a multimillion-dollar services business, and the principal of Tim Taylor Consulting Group, where he helps IT providers and MSPs improve pricing, sales, and profitability. A veteran of the industry’s early days, Tim is known for translating hard-won experience into practical playbooks that help owners grow on purpose—not by accident.

🌐 Connect with Tim on LinkedIn →

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the From the Trenches series, Josh highlights MSP leaders who redefine growth through creativity, resilience, and genuine client connection.

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