Rising import tariffs are putting pressure on global supply chains and driving up costs across the board.
Lots of headlines. Lots of noise. I’m sure you’ve read about it everywhere.
Let’s cut to the chase.
The added costs can squeeze already thin margins, delay project timelines, and complicate procurement planning unless you take a strategic approach to plan for the long term.
In this post, we dive into how MSPs can focus on building scalable businesses despite the newly imposed tariffs.
Here are 5 valuable business lessons every MSP should keep in mind.
Lesson #1: Smart MSPs Plan for Change, Not Panic Over It
Things can change at any given second. A server can crash. A key technician in your company may resign without notice. A client could get hit with ransomware and have all of their files wiped out by a malicious attacker while they’re enjoying a relaxing weekend cruise in Alaska.
Things happen. Be ready.
Don’t jump to conclusions or speculate. You’re not trading stocks on Wall Street. You’re helping clients secure their business and prevent data breaches.
But making split-second decisions based on media headlines isn’t beneficial to you or your client. I can’t tell you how many times I’ve come across a “breaking” headline on a cybersecurity news site that didn’t even make me miss a team lunch. Don’t make forced decisions that can impact your business practice.
Just because some analysts speculate the worst doesn’t mean you need to believe every single word or change your business strategy 360 degrees. That’s not how thriving MSP businesses are built. Instead, keep your focus and adjust your strategies accordingly. Don’t let the media shift strategies or revamp your business models.
Lesson #2: Trust Is Your Most Expensive Asset
The new tariff might impact routers, switches, USB drives, and other hardware shipped overseas, but your pricing strategy shouldn’t reflect that.
Let’s get real for a moment.
You’re not selling a VPN that can reduce latency by 10% in certain geolocations or an EDR that can help secure remote devices halfway across the globe. Both are valuable, don’t get me wrong. But you’re not selling the technical aspect of those products.
So, what are they buying?
You’re offering your clients business continuity and the confidence to operate securely. That alone has more value than anything else. Your clients trust your ability to deliver consistent results and remove the barrier of uncertainty. As an MSP, you’re not just their trusted security consultant; you’re the silent force that keeps everything running smoothly behind the scenes.
Transparency is the key to success during unexpected times. That means being
upfront about any challenges that could affect service delivery, including fluctuating spot pricing for reselling hardware, such as routers and network switches.
The new import tariffs can drastically impact your margins, forcing you to pass them onto your clients, which might leave them searching for lower-cost service providers. Rather than hide anything, emphasize your commitment to service quality and overall value. After all, that’s what they are really paying for.
When you’re transparent, you reinforce your role as a trusted partner rather than a fixed asset.
Always remember that.
Lesson #3: Build Winning Relationships with Tactical Empathy
True value comes from building and maintaining a solid network. Now is the time to leverage your virtual Rolodex (LinkedIn, CRM) and rebuild those supplier relationships.
With the imposed tariffs already in effect, your vendors and partners are more motivated than ever to keep your business. Pushback won’t be viewed as confrontational, but rather as a part of negotiation where both parties walk away feeling good. Practice tactical empathy. Chris Voss describes tactical empathy in his book, Never Split The Difference: Negotiating As If Your Life Depended On It, as the act of understanding the feelings and mindset of another in the moment, and using that leverage to build trust and influence outcomes.
It’s important to note that when negotiating or rebuilding relationships with vendors, you should apply tactical empathy in several ways:
- Label their position
- Mirror key phrases to get them talking more
- Use calibrated questions such as “What flexibility do you have on bundling?”
- Focus on shared goals that benefit both parties
- Emphasize the concept of loss aversion and how it could potentially impact both sides
- Invoke a sense of “win/win” for everyone
Once you’ve applied that to the conversations, you can confidently:
- Negotiate better or more flexible terms
- Revisit and restructure SLAs (such as help desk support and incident response for escalated tickets)
- Explore long-term contractual agreements before the market fluctuates
- Reevaluate bundling options and other tiered services
Start the conversation and negotiation process early, and apply the principles of tactical empathy.
Lesson #4: Position Your Business Correctly
If you’re viewed as the “budget IT” by clients, you need to reevaluate what you’re really selling.
But if you’ve been positioning yourself correctly and focused on long-term value, you’ve got a distinct market advantage for the foreseeable future.
Here are some things to consider:
- Review your pricing if it hasn’t been updated in a while
- Reconsider whether low-margin clients are worth the effort
- Consider outsourcing specialized services to trusted service providers
- Consider introducing tiered service levels or bundled package offerings
- Double down on the value you’re already delivering
Invest in your online marketing efforts and positioning, too.
Why?
Because the costs of acquiring new customers range between 5 to 25 times more expensive. Existing customers are your most valuable asset. Now’s the time to nurture those relationships, refine your pricing strategy, and position yourself as a strategic partner, not just a cost center. Show them where the true value is.
Lesson #5: Where Your Competitors See Risk, You’ll Find Opportunity
Not everyone handles uncertainty the same way.
Some MSPs will change direction entirely. Some will even cut costs to stay afloat.
Others will use this transition period to uncover new business opportunities.
How?
By restructuring your offerings and pricing models to protect your margins.
By improving vendor and supplier relationships.
By embracing AI and automation to streamline operations.
By focusing on client retention and upselling high-value services.
And by consolidating your cybersecurity.
That’s exactly what Guardz was built for: empowering MSPs to take control in an unpredictable world and protect small businesses from growing cyber threats. Guardz streamlines cybersecurity across identities, endpoints, email, cloud, and data into one platform.
So don’t get distracted by the noise.
Focus on what you can control: your operations, your client relationships, and your ability to deliver real security that drives real trust.
Don’t get caught up in the media headlines. Trust, it’s not worth it.
Focus on what you can control, delivering high-impact services, positioning yourself as a market leader, and turning uncertainty into opportunity.
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