BTA MPS Client Engagement Training Series Starts Feb. 24
Tuesday, January 26, 2016
The Business Technology Association (BTA) has announced the start date for the next BTA MPS Client Engagement Training Series. The course, led by Mike Lecak of Collaborative Consultant Group, will begin Feb. 24. The series consists of six one-hour, Web-based sessions designed to assist participants with: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. The MPS Client Engagement Training Series offers dealers and sales professionals an in-depth look at MPS from the inside.
In addition to the six sessions, each attendee (or attending company) will receive three one-hour, one-on-one coaching sessions. During these sessions, attendees will work with Lecak on three of their specific accounts. He will help take these opportunities through the sales process, from appointment through the assessment to the proposal and contract.
"Prior to working with Mike I had been selling the idea of managed print for two years,” said Charles Amerise, Copygraphix Plus, Tucson, Arizona. "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."
BTA member tuition is only $795 for one attendee or $1,995 for an entire dealership. BTA members may apply their $150 educational discount received with their membership toward this workshop. Non-member tuition is $1,225 for one attendee or $2,425 for a dealership; registration includes a one-year BTA dealer membership.
Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pennsylvania, 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.
For more information or to register, visit www.bta.org/MPSClientEngagement or call (800) 843-5059.