How Do You Demonstrate The Value of Managed Print Services to Prospects Who Seem Happy With Their Current Processes?

Engage your customer and find out what their happy about; what are their pain points and what would they change if they could. What business problems are they facing; be careful, they may not be aware that it’s a problem if they’re not aware that there’s a better approach. Nobody wants to fix what isn’t broken. You need to start by asking questions of their current processes; that’s the only way to understand and uncover the inefficiencies. Only then can you demonstrate how your Managed Print Services offering can help address their issues; saving time and money in the process. Remember that a lesser Service Provider may not be looking to address these problems; they may be ignoring them all together. Either because a mismanaged process feeds their revenue model or their simply are not equipped with the tools and expertise to become a more proactive print management partner.

Also, keep in mind that every organization has a current process in place for managing print; and to a certain degree, its meeting their needs. Your job is to first understand their processes and then 1) analyze and 2) quantify each component ‐ time, energy, resources, supplies, parts, labor, and all the other hard indirect and soft costs. If you then divide that by the number of pages they print, it will equate to their cost per page rate to print. If you do it right, you’ll be able to break that per page rate down to each core component.

Managed Print Services is about looking at the processes of how people manage print, and then asking questions: If we can change the process, how could that generate an immediate or long term benefit? How could that help to reduce total cost of ownership? How could that add to operational efficiencies? How could that help to identify print issues from usability issues? How could that extend equipment life? How could that free‐up equipment for potential use elsewhere? How could…? If whoever you’re talking with has an inefficient process, and they don’t understand the value of improving it, then your value statement needs to be improved, clarified, and reiterated. If they understand the value, but are concerned about the cost and time involved in changing the process, then that’s a separate issue that needs to be addressed. If, however, they understand the value proposition, but just don’t care about changing the process, then you’re probably talking to the wrong person. If you’re talking to the right person, but they just don’t care, stop wasting your time, and move on.

Again, Managed Print Services looks to identify and reduce costs. Your target audience has to care about identifying current procedures and agree that better processes can equate to lower costs and greater value. If they don’t care, then you need to find someone in the organization that does. It’s your job to ask the questions, listen to their responses, and educate them on the value you can bring through a more efficient MPS approach to managing print as a business process. Remember, your solution is strategic. It’s about fiscal responsibility, control, cost containment, cost avoidance, and process improvement. All of which are important and should matter!

Managed Print Services is about greater responsibility and control! Deliver exceptional value; solve real business problems, share data, and make sure that you are in control.