When Should I Consider Converting An Existing Customers To A Managed Print Services Solution?

There’s really little time to waste; Managed Print Services is not going away and you will need to get engaged with your customers before somebody else does. Start the process of becoming a more strategic partner; one that is interested in helping your customers to solve the real business problems that they face every day; problems that are costing real hard dollars, both direct and indirect, as well as soft dollar inefficiencies. Now, you may find that their not ready to hear the entire message about Managed Print Services, or you may not have the relationships within those accounts that are interested in this message; but, start crafting it today and become proficient at understanding what business problems your solution can help address! And remember, MPS will mean different things to different people; it’s just not a one size fits all so make sure you’re your solutions and messaging is flexible and meets the customer where they are in the Managed Print mindset. Just Do Not sit on the side line waiting for another company to get in the ear of the company’s President, CFO, COO, or any other financial and strategic decision‐makers. You will absolutely lose all credibility and you will begin losing accounts if you are not becoming proactive in your MPS implementations.

Start the process of finding out who the financial decision makers are; set appointments and begin communicating your long term goals of assisting them to streamline their print processes and the efficient management of their print environment. Remember that the key here is flexibility; if you are flexible in your approach, then your Managed Print Solution will be met with less resistance. Whatever the customer wants today, make sure, you are leading them down the path of a more strategic offering; one that manages print as a business process.

If you need to start with a more “phased approach” by all means. If your selling only toner, let them know that you want to automate the process to know when they are low on toner so that you can be more proactive to their needs. If you’re selling service, let them know that you want to proactively know when their experiencing print device problems before they become critical and effect employee productivity. Whether its proactive toner management of usage, consistency, and yields or other operational device needs being managed proactively; get yourself positioned to be as strategic as they want; look for every opportunity to continue to drive home your message.

This approach will not only make you more strategic, it will position you for greater things to come. Maybe today, you simply place an efficient web based ticketing and reporting application in front of your customer; this alone will help put a big face on your company, setting you apart from your competitors. Make the data transparent; share information freely; data will make you strategic! If you do this, the decision‐makers will gain a greater understanding of their real costs of supporting their print environment and you will be perceived as a valued solution provider, an expert in MPS; one that should be listened to. You will then be in a better position to discuss your end goal: shifting the management of their print to a local or national MPS Solution. Just make sure that you do your homework and find the right solution that meets your needs. Stay as agnostic as you can; flexible in your deployment strategies (software and hardware options); flexible in your MPS deliverable. Remember that MPS will mean different things to different people.

Position yourself with geographic reach; national service capabilities to support your sales efforts. Know your local market but make sure you’re positioned to compete with the "big boys" regardless of where the devices are physically located; that should not matter if you position yourself correctly. Leverage the expertise of your technology partner. Many of us have been doing this for a long time and can be a valuable on-going resource. Just please don’t wait until you’re reacting to lost business, get proactive and engaged now!