How Technology Services Firms Can Position and Resell Fractional Client Engagement Services

Many tech services firms, especially MSPs and implementation providers, are great at delivering technical work. But when it comes to managing the experience of the engagement, clients are often left asking:

• "How are we going to get this delivered?"

• “Who’s responsible for what?”

• “What’s the status of our project?”

• "When will these development items be done?"

• “Why do I need to chase updates?”

This is where Fractional Client Engagement Management steps in and where your firm can unlock a new revenue opportunity.

If you’re a technology services firm delivering complex client work, here are three practical ways you can sell (or bundle) Fractional Client Engagement Management, even if you’ve never offered it before.

1. Bundle Engagement Oversight into High-Touch Projects

Best for: Enterprise or multi-phase implementations

Position it as: A premium experience layer for smoother collaboration

Offer Fractional Client Engagement Management as part of a “White Glove Delivery” tier for clients who value clarity, structure, and proactive communication. Your technical team keeps doing what they do best, while an Engagement Manager ensures the client always knows:

• What’s happening and when

• What decisions are needed

• What success looks like

The engineering team maintains focus on the work. The Engagement Manager handles the relationship and flow. Clients pay more for less friction (and they’re happy to do it).

2. Upsell to Stuck or Stalled Accounts

Best for: Projects that are off-track, or clients who “check out” mid-engagement

Position it as: A path to recovery and restored trust

Sometimes the work is solid, but delivery is chaotic, meetings lack direction, or the client’s internal team is MIA. Sound familiar?

This is the perfect time to introduce Fractional Client Engagement Management as a reset button:

“To get this back on track, we’re bringing in a dedicated engagement lead to streamline communications, clarify ownership, and keep everyone aligned.”

It’s an upsell that feels like a rescue mission and it helps you protect margin and client satisfaction.

3. Offer It as a Standalone Add-On for Non-Technical Stakeholders

Best for: Non-technical buyers like marketing, operations, or product leaders

Position it as: A business-facing liaison that speaks their language

Not every stakeholder wants to be knee-deep in timelines and Jira tickets. For clients outside IT, your project can feel like a black box.

Your Engagement Manager becomes the translator between your team and theirs, reducing friction and ensuring executive stakeholders feel seen, heard, and supported.

You can pitch it like this:

“For your team’s peace of mind, we recommend pairing this project with a dedicated engagement lead who’ll handle updates, drive alignment, and ensure you’re never in the dark.”

It’s a win for you, and a relief for your client.

Your clients want a smooth, clear, confidence-inspiring experience. When you include Fractional Client Engagement Management in your offering, you deliver exactly that, while simultaneously unlocking new revenue and reducing delivery headaches.

Sounds like this could be a win-win? Let’s talk.