Billing might not be the flashiest part of running a Managed Service Provider (MSP) business—but it can be one of the most pivotal. In his guest appearance on the MSP Influencer podcast, Cameron McFie unpacks common billing missteps and shares hard-won strategies that can dramatically improve how MSPs manage their finances and client relationships.
Here are five billing breakthroughs every MSP should take to heart:
1. Clarity Trumps Complexity
One of Cameron’s strongest messages: confused clients don’t pay quickly—or happily. Vague invoices and convoluted line items erode trust.
MSP Action:
Create invoices that are simple, visual, and easy to understand. Use clear descriptions, consistent formatting, and highlight any added value (e.g., proactive maintenance or prevented issues). A clean bill makes for a clean reputation.
2. Automate to Eliminate Errors
Manual billing processes are a liability. Human error, missed charges, and time lags can cost you thousands annually.
MSP Action:
Invest in a billing platform that connects with your PSA or RMM tools. Automation ensures billable time and services aren’t lost, and clients receive timely, accurate statements. It also frees your team to focus on higher-value tasks.
3. Price for Value, Not Just Time
Cameron emphasized that MSPs often underprice services out of fear of losing clients. But clients aren’t just buying time—they’re buying outcomes.
MSP Action:
Reassess your pricing models. Are you charging for tools, expertise, and uptime savings? Consider bundling value-added services into all-inclusive plans and reviewing rates quarterly. Don’t race to the bottom—position yourself as a premium partner.
4. Educate Clients on What They’re Paying For
Even satisfied clients may not fully understand the scope of what you do behind the scenes. That disconnect can surface as billing resistance.
MSP Action:
Pair your invoices with brief reports that show the behind-the-scenes work: patches applied, threats blocked, hours of uptime ensured. Position your billing as a storytelling opportunity—where you’re the hero.
5. Future-Proof for Compliance and Scale
MSPs that ignore billing compliance or scalability put themselves at risk. Regulatory scrutiny is rising—and so is client expectation for professionalism.
MSP Action:
Review your billing processes against evolving standards (like tax law, SaaS agreements, or even local data policies). If you’re planning to scale, ensure your system can support increased volume and complexity without sacrificing clarity.
Billing isn’t just an administrative task—it’s an extension of your brand, your value, and your professionalism. Cameron McFie’s experience highlights how a refined billing strategy can drive profitability, client satisfaction, and operational efficiency. Implementing these billing breakthroughs could make the difference between surviving and scaling.
