# First-Client Sourcing Worksheet, MSP Version

Date: 2026-04-10
Purpose: Build the first clean list of MSP prospects to contact for the MSP Outbound Engine offer.

## Target Profile

Focus on companies that match most of these:
- US-based MSP or small cybersecurity firm
- 2 to 20 employees
- business clients, not consumer repair
- owner-led or founder-led
- decent website
- no obvious full sales team
- likely high enough client value that one closed account easily justifies the service

## Best Source Mix For The First 25

- 10 from Google search
- 10 from Clutch
- 5 from LinkedIn or Apollo

## Search Terms

Use searches like:
- managed service provider [city]
- IT support company [city]
- cybersecurity services [city]
- small business IT support [city]

## What Makes A Good First Prospect

Good signs:
- clear business-to-business positioning
- niche specialization, such as healthcare, legal, or compliance-heavy clients
- polished enough to pay for growth help
- weak or invisible outbound motion
- founder or owner is easy to identify
- new services, hiring, or recent site updates suggest growth intent

Avoid:
- one-person break-fix computer repair shops
- giant MSPs with mature sales orgs
- messy scammy sites
- businesses with no clear contact path

## Prospect Scorecard

Score each company from 0 to 2 in each category.

- Fit with MSP target profile
- Website quality
- Easy owner identification
- Signs of growth intent
- Weak outbound / likely sales gap
- Likely client value / ability to pay

### Score meaning
- 10 to 12 = strong first-wave prospect
- 7 to 9 = good backup prospect
- 0 to 6 = skip for now

## Required Fields To Capture

- Company
- Website
- Contact name
- Title
- Email
- City / State
- Employee range
- Niche / service focus
- Source
- Why this company is a fit
- Best outreach angle
- Score
- Date sent
- Follow-up 1
- Follow-up 2
- Reply status
- Call booked
- Closed
- Notes

## Best Outreach Angles

Pick one angle per prospect.

- No SDR angle: they can test outbound without hiring a salesperson
- Referral dependence angle: they look too dependent on referrals
- Growth angle: their business looks ready for a repeatable pipeline source
- Niche angle: they serve a valuable niche and should exploit that more directly
- Cost angle: this is cheaper than building a full outbound team too early

## Daily Workflow

### Step 1
Add 5 to 10 new prospects.

### Step 2
Score them quickly.

### Step 3
Only email the ones scoring 10 or higher first.

### Step 4
Personalize one reason for the outreach.

### Step 5
Send the first-touch email.

### Step 6
Track replies and learn what wording gets attention.

## First 25 Goal

By the time the sheet has 25 names, you should know:
- which source gives the best prospects
- which angle feels strongest
- whether owners reply more than generic inboxes
- whether this niche is worth pushing harder

## Send Rule

Do not blast a giant list at the start.

The first 25 should be hand-picked.
That is where the learning comes from.

## Fast Qualification Questions

Before reaching out, ask:
- Does this look like a real MSP, not a tiny repair shop?
- Can I find the owner or decision-maker?
- Does the company look like it could pay $1,500 to $2,500 without pain?
- Is there a believable reason they need help getting more meetings?
- Can I explain in one sentence why I picked them?

If the answer is not mostly yes, skip them.

## Success Target For The First Wave

- 25 total prospects sourced
- 15 to 20 strong enough to email
- 5 to 10 replies would be excellent
- 1 to 3 real conversations is a good early signal

## Next Step

After this worksheet is filled, start manual outreach and use the replies to shape the next 25.