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Sunday, June 7, 2009

Managed Print Services Assessments - They Do Not Work, Stop Doing Them

2/2009

My first assessment was for 1,100 units. The next one was for 823. And my third assessment was for 523 devices.

A 25 machines assessment took 30 days.

That was over a year ago.

Insanity.

You would think I would have learned.

An early Photizo study revealed that doing an assessment gave you a 50% chance of closing the engagement.

While at the Managed Print Services Conference in San Antonio I agreed with this statistic and mentioned that I closed 50% of the studies/assessments that I performed.

I neglected to say that after no longer doing Assessments, my closing rate went up to 94%.

Interesting, eh?

With just about everybody pitching MPS and free assessments - one needs to ask how much value can something that is free honestly carry?

And let me tell you this, if I do get into a position to be the "second" one in a deal, I get all the data that the person before me obtained - all of it, the spreadsheet, costs, and everything.

So what to do, what to do...

Ask questions, don't do an "assessment".

Take a tour of the complex, don't perform a "survey".

Install your "Supplies Monitoring" software, not your "Data Collection Agent".

Write your findings down and discuss them with your client, in two pages or less; don't let your software generate a stodgy, canned, boilerplate with spreadsheets. Run from PowerPoint.

Use your brain. Use your mind, not a spreadsheet. Present ideas, not proposals.

Just my 0.020 worth, but after all, it is my blog.

Sell-On!

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Greg Walters, Incorporated
greg@grwalters.com
262.370.4193