---
title: Owner-Led Sales, Dispatch Discipline & Sustainable MSP Growth (Chad Kempt)
description: Discover sustainable MSP growth strategies with Chad Kempt and Josh Peterson, focusing on owner-led sales, dispatch discipline, and operational stability for scalable success.
---

[How to Improve MSP Business Performance | Bering McKinley](https://beringmckinley.com/blog)

# [Owner-Led Sales, Dispatch Discipline & Sustainable MSP Growth (Chad Kempt)](https://beringmckinley.com/blog/69-from-the-trenches-owner-led-sales-dispatch-discipline-sustainable-msp-growth-chad-kempt)

 Written by [Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) | Jan 1, 2026, 6:00:04 AM

**In this *From the Trenches* episode**, **Chad Kempt** joins **Josh Peterson** for a practical conversation on what really drives sustainable MSP growth—especially for owner-led firms. Chad opens with a major milestone: winning the **ASCII Member of the Year Award** (and becoming the first Canadian to receive it), then walks through how he went from “walking into offices” in the late 90s to building a modern MSP that has evolved with the market.

The discussion gets tactical and operational fast: why **owner-led sales** is still the right move under ~$1M, why “hiring a sales team too early” is often a distraction, and how the MSP opportunity has shifted from legacy on-prem infrastructure to higher-reliance environments built around identity, security, and business continuity. Josh and Chad also go deep on **dispatch discipline**, the service manager role, and how a stable operation (not shiny tools) is what allows MSPs to scale without breaking. This aligns closely with the execution-first approach behind [BMK Vision](https://beringmckinley.com/msps-3-to-15m-plus-revenue).

## Listen on Your Favorite Platform

- <https://podcasts.apple.com/us/podcast/the-bmk-vision-podcast/id1827082235>
- <https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1>
- <https://music.youtube.com/playlist?list=PL03jvZSuXCDFHzZFwDdTs1xP07b8AI_5P>
- <https://open.spotify.com/show/6iYx2sDBy2YnN3V2YA9GyW>
- <https://music.amazon.com/podcasts/33fb1a31-0a2b-4478-80b9-38fc3c552675/the-bmk-vision-podcast>
- <https://www.podbean.com/pw/pbblog-k23bf-14140db?from=usersite>

## Episode Highlights

- **00:00:26 –** Chad wins ASCII Member of the Year (first Canadian recipient).
- **00:02:45 –** Owner-led sales: why “just go talk to people” still works under ~$1M.
- **00:08:12 –** Supply vs demand: why the “market is shrinking” take misses the demand shift.
- **00:10:54 –** Moving upstream: why 50–150 seats becomes the new core target for many MSPs.
- **00:18:39 –** Strategy vs tactics: where “muscle and feel” breaks (around $2.5M).
- **00:25:14 –** Service management realities: scaling stalls without the right ops leader.
- **00:29:19 –** Dispatch discipline: owning hours, schedule, and ticket follow-through.
- **00:39:16 –** Reporting bloat vs useful data: need-first metrics and PSA fundamentals.

“If you’re not doing the basics right, then who cares about all the other things?”

— Chad Kempt

## About the Guest

**Chad Kempt** is a long-time MSP owner and operator with nearly three decades of experience building and evolving a service business as technology—and client reliance—has changed. Chad is known for his practical, execution-first approach to growth, emphasizing owner-led sales, operational discipline, and building the right leadership structure before scaling aggressively.

🌐 [Connect with Chad on LinkedIn →](https://www.linkedin.com/in/chadkempt/)  
🌐 [Visit Fast Computers →](https://www.fastcomputers.ca)

## 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 speaks candidly with MSP owners and operators about growth, execution, and the realities of building sustainable service businesses.

🔗 [Connect with Josh on LinkedIn →](https://www.linkedin.com/in/joshdpeterson/)

**Have a real MSP story or hard-earned lesson to share?**  
[Apply to be on the podcast →](https://beringmckinley.com/bmkvisionpodcast#be-a-guest)

[View full post](https://beringmckinley.com/blog/69-from-the-trenches-owner-led-sales-dispatch-discipline-sustainable-msp-growth-chad-kempt)

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