What size of client do you book meetings with?
The size you set in the ICP. Usually that means businesses with enough seats to be worth a managed contract, but you decide the floor and the ceiling, and a business below your floor isn’t billable even if the meeting happens.
What size of client do you book meetings with?
The size written in your ICP document. For most MSPs that is somewhere around 20 to 200 employees: big enough that a managed contract is worth real MRR, small enough that there is no in-house IT team. But your numbers are yours. If a 15-seat practice is a good client for you, the floor is 15. If you don’t want anything above 100 seats, the ceiling is 100.
What happens if a meeting is with a business below the floor?
It isn’t billable, even if the meeting happens and even if it goes well. Size is one of the written ICP criteria, and a meeting is billable only when the business matches all of them. If you think a meeting fell below the floor, flag it, and it is checked against the document. More in what counts as a qualified meeting.
How do you check company size before booking?
By hand, during list building and again at qualification. Listings often overstate or understate headcount, so we don’t trust the number on its own: we look at locations, staff pages and what the prospect tells us in the reply. A business that turns out to be outside the range doesn’t get booked.