Managed Print Guru

Your Go To Source For Managed Print Services

MPS: Strategy Meeting (Agreement Meeting)

After finishing the 2nd analysis, the next step of the MPS process is complying all the data and information and presenting it to the client to gain agreement.  The goal of this meeting is to have the client agree to the findings and pre-strategy.

Steps to make sure this meeting is successful:

1.  Make sure you are meeting with the decision maker and person who can actually sign off on the solution.

2.  Present findings, costs, and make sure every number and finding is validated.   Have the decision maker sign off to validate the findings.  If there is an objection to the findings, review it.  This is a consensus meeting, findings are open to discussion, remember that!

3.  Focus on the pain points and make sure you focus on what the customer defines as value.

4.  Present a snapshot of your strategy to build excitement and to demonstrate you understand what the customer values.

5.  Determine who else needs to buy-in.  (Sometimes all executives need to buy-in in order for the decision maker to sign off)

6.  DON’T schedule the next meeting, which is presenting the final proposal until the customer is ready to make a final decision and move forward.  If they don’t validate the findings or don’t seem interested in making a decision, you are either not talking to the decision maker or you don’t understand what the customer values.  So, don’t schedule the next meeting because you will not get an answer.

Advertisements

August 27, 2010 - Posted by | Sales Tips Of The Day

2 Comments »

  1. Inkman’s managed print program is a simple, easy to manage Cost Per-Print Program that enables a true solution to the customers printing needs.

    Comment by inkman01 | May 17, 2011 | Reply

  2. The Total Cost of Ownership (TCO) of office printers is a major issue. Understanding that most printer manufacturers depend on sales of consumables for the majority of their profit and we know that the average networked printer consumes 11,000 pages worth of toner each month.

    Planning which printers from which manufacturer to provide the overall optimal saving and quicker return on investoment is the way to start. Senior management simply can’t ignore potentially huge savings!

    Comment by North West Digital - Managed Print Services | August 11, 2011 | Reply


Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: