Presented by Justin West, Nationwide Insurance

What does the following checklist of “business mechanisms” have to do with improving your managed print services (MPS) business?

  • Strategy execution
  • Stakeholder priorities
  • Time to market
  • Demand
  • Business drivers
  • Cost effectiveness
  • Cycle/sales time
  • Total cost of ownership (TCO)
  • Cost drivers
  • Consumption
  • Chargeback
  • Business model
  • Value proposition

It’s not what you’re thinking.

This discussion won’t focus on specific things you can do to make your MPS business succeed. It will focus on why you and your busines s can’t succeed in the long term in MPS without transforming your perspective.

West won’t teach you about prospects, personnel, or MPS frameworks. You definitely won’t learn a thing about sales or compensation plans. (Luckily, if you care about such things, others can teach you.)

Close your eyes and open your mind. Stop thinking about your business needs–pages, printers, quarterly business reviews, and profits. Then, view the business mechanisms again, but not from your point of view. View them from your client’s point of view.

Start thinking about your customer’s business needs–flexibility, integrity, strategic execution, performance, and customer focus.

Transform your perspective. What do end users really want from MPS?

This discussion will focus on transforming your perspectives about what MPS means for clients by highlighting practical examples from an in-sourced MPS program and explaining why you don’t run it.

Without the distractions of profit and investment risk, get a look inside to see what MPS can and should be to your clients. It’s a perfect MPS value-driven biosphere for you to study.

Find out how your clients’ goals to reduce printing, cut costs and move to a “less-paper” world don’t have to be mutually exclusive from your business’s success.

Ensure long-term success with your MPS clients by moving to mind-set flexibility.

“Mind-set flexibility, not proprietary expertise or resources, will define the successful businesses and leaders of the future.” –Peter Sheahan