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BTA MPS Client Engagement Training Series
|Online Training Start Date: To be announced|
Member Tuition: $795 or one attendee, $1,995 per dealership
Non-member Tuition: $1,225 for one attendee, $2,425 per dealership (Includes a one-year BTA dealer membership.)
Instructor: Mike Lecak, president, Collaborative Consultant Group
*BTA members may apply their $150 educational discount received with their membership toward this workshop. Redeem your discount when registering by entering promo code: $150Discount.
The BTA MPS Client Engagement Training Series consists of six one-hour, Web-based courses designed to assist participants in the following:
In addition to the six sessions, each attendee (or attending company) will receive three one-hour, one-on-one coaching sessions. During these sessions, you will work with Lecak on three of your specific accounts. He will help you take these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects.
- Getting the appointment: The C-level challenge.
- MPS value propositions: There are three. Do you know what they are?
- Conducting the appointment: How to get to the high level and stay there. How to prepare for surprises.
- The assessment: The most difficult piece of the puzzle. You will learn to navigate this critical and, often, most overlooked process. Learn where the margin holes are and how to avoid them.
- The proposal: How to write an effective "executive-level document” designed to move the process forward to contract.
- Deal implementation: It is a team game. Do you have all the right players involved and are they ready?
- Client management: How to manage, optimize and refresh your MPS agreement.
This MPS Client Engagement Training Series offers dealers and sales professionals an in-depth look at MPS from the inside. The topics are relevant to your MPS practice and will offer learning in the most participative manner.
Audience: Dealership owners, MPS sales specialists
Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pa., then the largest independent dealership of both Ricoh and Lanier copier/MFPs in the East. After a successful 15-year career, he joined Toshiba as a district sales manager. Later, he joined Print Inc. in 2004 to manage sales for the company's channel-focused PrintValue Solutions program. In 2009, Lecak joined Konica Minolta to manage its West Region for managed print. He currently serves as president of Collaborative Consultant Group.
"I was very pleased with the managed print services training Conestoga Business Solutions participated in. It confirmed we are on the right track with our initiatives. Also, it reminded me of some of the basics that have gone by the wayside in our sales efforts. In many ways, it was a reawakening of the steps needed to gain the attention of the C-level and the issues they face on a daily basis. I would recommend your training program to any organization, whether they are just getting started in MPS or have experience with it like ourselves. You can never stop learning and the training spoke to our entire sales force, not just our more experienced rep."
Conestoga Business Solutions
"I recently was enrolled in Mike Lecak's online MPS training course that was provided by BTA. However, this was not your typical 'boring' or 'dreadful' online training that is normally provided via the Internet. Instead, Mike's course created an environment where each participant became part of the actual training. While going through the training course's bullet points, Mike allowed each participant's input, ideas and experiences to drive the conversations forward — all while confirming or denying which practices and procedures lead to a successful MPS offering. Thank you, Mike, for putting on this course and for taking the time to visit with me personally as an unbiased and uncommitted ear to my experiences and opportunities. I appreciate your expertise, professionalism and integrity. This training experience definitely 'holds value'!"
Advanced Business Methods
"I participated in Mike Lecak's MPS Client Engagement Training Series and was pleased with the program. Mike pointed out ways we can improve our MPS program by outlining a step-by-step process, as well as working with me one-on-one to tailor MPS for success in our dealership. As an added bonus, by following Mike's suggested steps, we closed an MPS deal we had been working on for months within two weeks of completing Mike's course. Thanks Mike! Mike's course should be on your dealership's sales training agenda to ensure a successful MPS program."
Click here to read additional MPS Client Engagement Training Series testimonials.