|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.
"Prior to working with Mike I had been selling the idea of managed print for two years. After sitting under Mike's tutelage, I realized how to properly frame and address the conversation to the C-level executive. His insight and training have completely changed the way I approach a potential client. Mike's unique perspective transformed not only the strategy, but drove success in a way that was not achieved prior."
"I just wanted to drop you [Lecak] a line letting you know how valuable I found your coaching from both the strategic planning and execution perspectives. Through your guidance, I believe I have grown from a 'salesman' into a valuable 'consultant.' I enjoyed learning the various resources you pointed out to improve my strategic call planning including Internet resources and LinkedIn. Your coaching on how to get executive attention is priceless. Your guidance on how to position my call to a client benefit 'what really matters to them' through your practical, real-world experience helps keep the call on track and moving forward, which I know will benefit me for years to come. Thank you for your time, energy and guidance! It has been a pleasure working with you."
"I just wanted to take the time to let you [Lecak] know that I enjoyed my six-week sessions with you. The meetings were informative, interesting and you took time to answer any questions that I had along the way. The information and techniques that I learned will certainly help me not only with print management if we move forward, but also help me enhance the way I currently perform my site surveys and give my proposals."
Dunn's Business Solutions
Click here to read additional MPS Client Engagement Training Series testimonials.