Management
Once your sales team starts selling managed print services you are going to face some challenges. Your are going to have questions like: how much should I be charging to assure profitability, how much profit should I be making, what compensations plans work, what resources should I dedicate to managed print, and how do I control how much toner we are shipping under these contracts. Having the right answers to these questions and a lot more like them is key to your business capitalizing on the new opportunity that managed print services offers.
MPS Management Coaching
The Managed Print RESULTS program is designed to train and coach owners and operations personnel with the knowledge and tools needed to successfully manage and support managed print client engagements. Participants will learn all of the key elements necessary to establish a comprehensive managed print services business model, from initial business planning to support of the sales team during the sales process to managing the client after the initial engagement. Topics and techniques are introduced every other week in a group setting, and then reinforced through individual dealer mentoring and coaching sessions during the week following the group session. This process ensures the topic is internalized and customized to the individual dealer’s operational needs.
The Managed Print RESULTS program is designed to train and coach owners and operations personnel with the knowledge and tools needed to successfully manage and support managed print client engagements. Participants will learn all of the key elements necessary to establish a comprehensive managed print services business model, from initial business planning to support of the sales team during the sales process to managing the client after the initial engagement. Topics and techniques are introduced every other week in a group setting, and then reinforced through individual dealer mentoring and coaching sessions during the week following the group session. This process ensures the topic is internalized and customized to the individual dealer’s operational needs.
Proven Process
We have developed a twelve week program to help your management team understand and develop the key requirements for building out the infrastructure architecture for a MPS business model. All sessions are delivered by a live instructor via phone and webinar:
- MPS Business Planning - Create a strategic plan for your MPS program that includes business goals, financial targets and operational plans
- Sales Compensation Models - Develop and manage annuity-based compensation plans based on pages
- Assessment Workflow - Build a predictable workflow for print assessments that deliver results without depleting your resources
- Profitability/Pricing Management - Enact strategies to ensure that your MPS deals are prices correctly to ensure profitability
- Deal Installation/Implementation - Employ a consistent installation and implementation plan to minimize costs and ensure client satisfaction
- Client Management Processes - Implement strategies to consistently follow up with clients to further optimize their environments and find additional sales opportunities
Program Activity: All sessions are delivered remotely by a live instructor via phone a webinar. One 90 minute, topic-specific session every other week, with 30 to 60 minute individual dealer sessions during the following week. These sessions include additional tools that facilitate the implementation of that topic in the dealer’s environment.
One person from each dealership is identified as the focal point for the group sessions, with additional operational personnel invited into the individual dealer sessions.
To learn more about the program, contact us today.
