In the MSP world, we spend a lot of time behind screens. We analyze data, monitor dashboards, and fight fires from a distance. It is easy to view the other IT provider in town as just a logo on a website or a name on a lost bid. But there is a massive competitive advantage waiting for the owners willing to do something radical: Invite the “competition” to lunch.
Moving from a stance of “stealth mode” to “open collaboration” starts with a simple human connection. Here is why stepping away from the keyboard and sitting across the table from another owner is the smartest move you can make this quarter.
1. Humanizing the “Rival”
It is easy to resent a competitor when they are just a nameless entity taking market share. However, when you sit down for coffee, you quickly realize they are facing the exact same “flavor of the week” problems you are. They are struggling with the same talent shortages, the same vendor price hikes, and the same demanding clients.
When you humanize your competition, the friction disappears. You stop looking for ways to “beat” them and start looking for ways to learn from each other.
2. The Informal “Mastermind”
Some of the best technical and business breakthroughs happen over a sandwich. In a relaxed, off-the-clock setting, owners are much more likely to be candid.
- “We struggled with that RMM migration too, here is the script we used to fix it.”
- “That vendor’s support has been terrible lately, we are looking at this alternative.”
- “Have you noticed a spike in this specific phishing attempt in the local area?”
This isn’t trade secret theft; it is collective intelligence. One lunch can save you dozens of hours of trial and error.
3. Creating a “First Call” Network
Every MSP eventually hits a capacity wall or encounters a technical “unicorn” problem they can’t solve alone. By building a relationship over lunch, you create a “first call” network.
If your lead engineer goes on paternity leave during a massive project, having a friendly relationship with a peer might allow you to “borrow” a tech for a few days. If you land a lead that is too small (or too large) for your current stack, you have a trusted partner to refer them to. This ensures the client is taken care of and keeps the reputation of the local IT industry high.
4. Setting the Professional Standard
When local owners are seen eating lunch together, it sends a powerful message to the business community. It shows that the IT providers in your area are professionals, not just “computer guys” fighting for scraps. It signals that you are part of a mature industry that values standards, security, and community over petty rivalry.
FAQ: Breaking the Ice with “Competitors”
What do I say in the initial invitation?
Keep it low-pressure and professional. A simple LinkedIn message or email works best: “Hey [Name], I’m the owner of [Your MSP]. I’ve seen your team around and respect the work you’re doing. I’m a big believer that a rising tide lifts all boats, and I’d love to grab coffee or lunch just to meet a peer in the industry. No agenda, just a ‘hello’.”
Who should pay for the meal?
If you reached out and made the invitation, it is standard practice to offer to pick up the tab. It is a small investment for the potential “ROI” of a new industry ally.
What if they say no or ignore me?
Don’t take it personally. Some owners are still stuck in the “island” mindset. If they decline, just move on. The owners who do say yes are usually the ones who are growth-minded and will make the best long-term collaborators.
What topics should I avoid?
While generalities are fine, avoid asking for specific client names or proprietary contract details. Focus on “the how” (processes, tools, hiring) rather than “the who” (specific sales leads).
Conclusion: Take the Lead
The “lone wolf” era of the MSP is over. The threats are too big and the technology is too complex to go it alone. By being the one to extend the invitation, you position yourself as a leader in your local market.
Grab your phone, find a local peer on LinkedIn, and send that invite today. The worst they can say is no; the best they can say is “I’ve been wanting to reach out, too.”
Looking for more essential strategies to help you grow and scale your IT business? Pick up your copy of ReWired MSP today. This book provides the full blueprint for owners who are ready to move beyond the daily grind and build a truly professional, highly profitable company. Click here to get the book and start scaling.
