# Episode 46 - Why Most MSPs Don't Know If They're Profitable (Guest: John Risko)

Page: https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko
Text version: https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko.md
Podcast: [The MSP Sales Podcast](https://stenobird.com/podcast/the-msp-sales-podcast-7028645)
Published: 2026-06-15T15:00:00+00:00
Episode link: https://mspsalespodcast.podbean.com/e/episode-46-why-most-msps-dont-know-if-theyre-profitable/
Audio file: https://mcdn.podbean.com/mf/web/764k5pereyjtnf6g/Episode_46_-_John_Riskobg11c.mp3
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JSON: https://stenobird.com/v1/public/podcasts/the-msp-sales-podcast-7028645/episodes/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko
Duration seconds: 3492

## Resource

Most MSP owners think they know their numbers.The problem is... most don't.If you look under the hood of a stagnant MSP, the problem usually isn't sales.It's visibility. You can't improve profitability if you don't know where it's actually coming from. Many MSPs chase growth without understanding which customers, agreements, or services are making money. The result is more complexity, more work, and often very little improvement to the bottom line. In this episode, Brian Gillette sits down with John Risko of MSP CFO & Accounting to unpack the connection between strategy, operations, and profitability. They discuss why specialization creates leverage, why many MSPs don't actually know their numbers, and how better visibility leads to better business decisions.We cover: → Why strategic focus matters more than adding revenue→ How saying "no" improves profitability→ The hidden cost of custom solutions→ Why many MSPs struggle to measure profit→ Ways to identify unprofitable customers…and more. If you're trying to build a more profitable MSP, this conversation will challenge how you think about growth, metrics, and what it actually takes to scale. Get in touch with today's guest, John Risko, at www.MSPCFOandAccounting.com Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format!It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxg. .#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices…

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