Faster Than Expected Increase In Sales Growth And Net Profit

Mirus is a Managed Services Provider (MSP) providing IT support to organisations with between ten and 250 employees in Milton Keynes, London and surrounding areas. Founded by Paul Tomlinson in 2002, Mirus provides the level of IT support these businesses would expect to receive from an internal IT team. In 2015, MSP Mentor ranked Mirus as the ninth best MSP in the entire EMEA region.

Not as profitable as would have liked

Paul Tomlinson, managing director of Mirus says that before they brought Transmentum on board, they were making a profit, however not as much as they would have liked. “The sales process wasn’t very slick. It didn’t feel as if we were winning as much as we should. It was okay, but we knew it could improve.”

Plan to grow the business

Having met Transmentum, Paul Tomlinson and his senior management team sat down with Transmentum’s Jim Wiggin to go through a business planning exercise to work out what they wanted to do over the next few years. The plan was to grow the business turnover by £8 million within three years, increase net profit and the average size of customer they deal with.

Looking three years ahead

Paul admits that he had grown the business without any real structured plan. “It has been a ‘let’s look at what we are going to do’ in a short-sighted way, looking a year ahead at a time.” Working with Transmentum has taken them much further on, to a point where they are looking at where they want to be in three years time he says, “We are not making the short-sighted mistakes we’d have made in the past.”

Transformed the bottom line

Working with Transmentum has been of significant benefit to their bottom line says Paul, “In terms of turnover, it has helped us increase by £1.5 million. Net profit wise, probably around £400k will be added. It has transformed the business.”

The size of the average services contract has also increased by as much as fifteen percent they say. “The only reason that hasn’t risen more is because we have some very small legacy clients. The new business we’re winning is really good.”

“We’ve seen an increase in the average managed service contract size of 15% so far, and that is really important.”

Winning the right clients

Mirus are now more focused on working with the right organisations where they can deliver value and make a profit.“Transmentum helped us think about what we were doing. We were too busy focussing on just winning business to think whether it was good business.”

Positive impact on employees

The quality of the business they are now winning is much better, which has helped them with staff retention, “The guys are happier to work with clients who are prepared to invest money. The engineers are excited to work with these clients. It has had a really positive impact on the engineers, and on the bottom line as well. The business feels much better.”

Recruitment is biggest challenge

Mirus now know exactly how much resource they need to achieve their plan and have brought in an internal recruiter to help says Paul, “We know recruitment is going to be our biggest challenge this year. We know the sales are coming in. It means we need the people here to deliver it.”

Growing much faster than expected

Mirus achieved their goals much faster than expected he says, “We are ahead of where we are meant to be on the plan. I thought the process would take much longer. I didn’t think it would have as big an impact as quickly as it has.”

Paul feels that had Mirus worked with Transmentum from the start their business would have been twice or three times the size they are, “The things we have in place now, the structure, has moved the business forward so quickly. To have had that level of structure and understanding about what we wanted to do when we first started would have made a huge difference.”

Team involved in scoping exercise

As a first step, Transmentum helped Mirus with a scoping exercise to understand where they were, where they wanted to get to, and what the key KPIs would be. From there they worked out the gap and how to move forward. “That worked incredibly well. The senior management team got really involved with that. We were all very happy with it.”

Today they refer back to the plan before making decisions. The plan is reviewed every month at senior management meetings to ensure they continue to achieve the goals they have set.

Focus on driving sales forward

Jim Wiggin also worked alongside Dan Sharp, Mirus’ sales director to implement the sales strategy and support Dan in training the team and delivering the new sales targets.  “The most important bit has been driving the sales forward: understanding where to source leads, managing those leads, and looking at how we remunerate our sales staff.”

Given structure to the business

Though the monetary value has been huge, “the more important bit is that we have a road map for the business. We have a plan that we refer to, which has given us a lot more structure. We are going to have a great year. If we stick to the plan and deliver what we think we are going to deliver, we are going to have an amazing year. It has given us more clarity around what we are trying to do.”

Winning the right clients

Mirus are now more focused on working with the right organisations where they can deliver value and make a profit.“Transmentum helped us think about what we were doing. We were too busy focussing on just winning business to think whether it was good business.”

Positive impact on employees

The quality of the business they are now winning is much better, which has helped them with staff retention, “The guys are happier to work with clients who are prepared to invest money. The engineers are excited to work with these clients. It has had a really positive impact on the engineers, and on the bottom line as well. The business feels much better.”

Recruitment is biggest challenge

Mirus now know exactly how much resource they need to achieve their plan and have brought in an internal recruiter to help says Paul, “We know recruitment is going to be our biggest challenge this year. We know the sales are coming in. It means we need the people here to deliver it.”

Growing much faster than expected

Mirus achieved their goals much faster than expected he says, “We are ahead of where we are meant to be on the plan. I thought the process would take much longer. I didn’t think it would have as big an impact as quickly as it has.”

Paul feels that had Mirus worked with Transmentum from the start their business would have been twice or three times the size they are, “The things we have in place now, the structure, has moved the business forward so quickly. To have had that level of structure and understanding about what we wanted to do when we first started would have made a huge difference.”

“Having advice from Transmentum earlier on would have made things a lot easier. It wouldn’t have been such a bumpy road to get to where we are today. I think we would have been much further ahead as well.”