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To secure clients on a retainer for ongoing maintenance services, it's crucial to recognize that successful outsourced IT providers go beyond merely offering maintenance. Maintenance should be seen as the entry point into a broader service model, rather than the sole focus. Independent IT professionals and firms must emphasize their role in addressing the comprehensive IT needs of local small businesses, transcending typical break-fix approaches. This mindset shift helps establish stronger client relationships, positioning providers as essential partners in managing technology rather than just service technicians. Ultimately, this broader perspective will support securing retainer agreements for ongoing services.