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Tuesday, September 23, 2014

#Managed print Services - TheDeathOfRelationship Selling

Original post, 10/3/11

"...Now and then I think of all the times you screwed me over
But had me believing it was always something that I'd done
But I don't wanna live that way
Reading into every word you say
You said that you could let it go
And I wouldn't catch you hung up on somebody that you used to know..."

All those original MPS Engagements are about to come up for renewal soon, aren't they?  Or do yours all have auto-renew's? Nice.

Are you setting yourself apart and building value into your relationship?  Or are you screwing them over, blaming them?

They'll figure it out, waking up one day and making you 'somebody that they used to know...'

MpS'es I speak with report a customer retention rate of 99.9999%, mentioning their depth of client relationship as one of the supporting pillars.

Relationships. That's what it is all about - but how do you define a "relationship"?

Quarterly Business Reviews? Weekly client meetings? Lunch and learns? Bondage and Rapport? "Nice Fish".  That was then, this is Now.

-- Read the Rest Here --

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  1. Strange what desire (or a quest for OEM toner) will make foolish people do...



  2. MJA -

    Thanks for reading, keep coming back.

    OEM or third party - it don't matter, they're both dying...

  3. MPS is failing because its been over-sold from the beginning. Under-promise and over-deliver is still where its at. When someone proposes to save a customer a bundle and doesn't deliver or when they bring in inferior consumables to a customer that has been accustomed to reliable OEM they instantly lose all credability not only for themselves but also for MPS as a whole.

  4. Anon - yup. When MpS fails, the reasons you state are simply symptoms of an ill-defined MpS Program.

    Of course I know of very successful MpS programs as well.

    But, MpS is like a magnifying glass - if the existing internal systems are flawed & executive commitment is weak, the entire MpS system is flawed and weak...

    Thanks for reading, keep coming back!


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