MPS: Customers define value

MPS consultants need to understand that MPS customers define value, the solution or sales rep doesn’t define value.  MPS customers hire you to accomplish many different jobs within their organization or to help bridge the gap between steps in order to get a job done.  Part of a MPS consultants job is to demonstrate that they are adding value to their client’s organization.  One way to do this is by having monthly or quarterly meetings to uncover other services and value add you can bring to your client.

Here are some questions MPS consultants should be asking during monthly or quarterly meetings (larger customers = monthly meetings and smaller customers = quarterly meetings) with customers:

1.  Now that you have a MPS solution in place, what are you trying to accomplish when it comes to documents and printing?

2.  What are your goal and objectives moving forward?

3.  What problems are occuring with the MPS solution in place and what goals can we prevent in the future?

4.  What other repsonsibilities do you have now that these current MPS services are being used?  How do they differ from before?

Questions like these illustrate to your customer that you are adding value to their company, and now you are truly consulting with this customer and not just selling because the CUSTOMER will DEFINE the VALUE.