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Getting Paid Faster: A New Revenue Mindset for MSPs
For most Managed Service Providers the challenge isn’t generating leads or new clients, it’s GET PAID ON TIME. Delated payments, billing disputes and inefficient quoting processes can be blocker. That’s why Zomentum’s MSP Revenue Playbook series hosted its third webinar, “Getting Paid Faster: A New Revenue Mindset for MSPs,” featuring industry experts who shared proven strategies to help MSPs speed up collections and improve profitability.
Speakers Included:
- Leslie Farmer, Founder LFX Consulting
- Brad Gross, Technology Attorney, Law Office of Bradley Gross
- Nelson Anthony, Account Director, Zomentum
Faster Payment Matter for MSPs
Cash flow is the lifeline of any MSP business. Yet many service providers operate like banks delivering services for months before receiving payment. This leads to:
- Unnecessary receivables risk
- Endless follow ups with clients
- Cash flow gaps that restrict growth investments
The panel emphasized that MSPs need to rethink their revenue model. Instead of chasing payments, they must adopt processes, contracts and tools that collect payments upfront, automate billing and align agreements with service delivery.
Key Legal & Contract Insight from Brad Gross
Brad Gross, a leading MSP attorney, highlighted how poorly structured agreements lead to disputes and slow payments.
He recommended MSPs strengthen their Managed Service Provider Agreement with clauses that:
- Define clear payment terms: Include due dates, late fees, and the right to suspend services after notice.
- Reduce billing disputes: Use arbitration clauses to resolve disagreements faster and add “prevailing party” attorney fee provisions to deter non-payment.
Prevent scope creep : Clearly outline what services are included and what’s excluded. Explicitly stating “what you don’t do” is just as important as what you provide.
“The biggest mistake MSPs make is failing to manage expectations,” Brad noted. “Contracts should remove ambiguity with no daylight between terms and delivery.
Operational Challenges & Integration Insights from Leslie Farmer
Leslie Farmer focused on operational roadblocks that create billing errors and delays.
Key recommendations included:
- Improve internal communication: Ensure sales, operations, and finance teams align on client terms.
Eliminate system silos : Use integrated platforms to sync quoting, billing, and collections. - Standardize processes: From quoting to invoicing, consistency ensures fewer errors and faster payments.
Her advice for MSPs: “You can’t integrate what you don’t know exists. Make sure every department communicates what tools they use so billing aligns with the contract.”
Proposal to Payment with Zomentum Payments
Finally, Zomentum’s own Nelson Anthony showcased how Zomentum Payments empowers MSPs to turn proposals into cash without the follow-up hassle.
With Zomentum Grow + Zomentum Payments, MSPs can:
- Create MSP Proposal Templates that embed payment terms directly.
- Enable instant payments (credit card, ACH) within the proposal itself.
- Collect upfront deposits before services begin.
- Automate recurring billing with transparent terms.
- Integrate with QuickBooks Online and Xero for seamless accounting.
Unlike generic quoting platforms, Zomentum is purpose-built as an MSP quoting tool and billing software streamlining the entire revenue lifecycle from quote to cash.
A New Mindset: Stop Being the Bank
A recurring theme from the webinar was this: MSPs are not banks. Extending credit for 30, 60, or 90 days increases the risk of never getting paid.
Adopting a “Get Paid First” mindset means:
- Setting the expectation upfront in contracts.
- Using modern billing automation tools.
- Offering clients multiple payment methods.
- Collecting retainers or upfront deposits just like law firms, consultants, and SaaS vendors do.
Final Takeaways
The MSP Revenue Playbook Webinar 3 reinforced that getting paid faster isn’t just about better invoicing it’s about adopting a new revenue mindset.
- Strong agreements reduce disputes
- Integrated operations prevent billing errors
- Zomentum Payments ensures MSPs collect revenue upfront and on time
If you’re still struggling with late collections, it’s time to rethink your approach. With Zomentum Payments, you can move from chasing invoices to predictable, automated revenue.
Book a demo of Zomentum Payments and start getting paid faster.
