Kansas City, MO — The Business Technology Association (BTA, www.bta.org) has announced the start date for the next BTA MPS Client Engagement Training Series (www.bta.org/MPSClientEngagement). The course, led by Mike Lecak of Collaborative Consultant Group (www.collaborativeconsultantgroup.com), will begin Jan. 18, 2017. 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.
The response to the web-based series has been positive. Among the comments from recent attendees:
- “I just wanted to take the time to let you [Lecak] know that I enjoyed my six-week sessions with you,” said Robert DeLong, sales manager, Dunn’s Business Solutions, Gaylord, Michigan. “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.”
- “I recently was enrolled in Mike Lecak’s online MPS training course that was provided by BTA,” said Kevin Johnson, territory manager, Advanced Business Methods, West Fargo, North Dakota. “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!”
BTA member tuition is only $595 for one attendee or $1,295 for an entire dealership. BTA members may apply their $150 educational discount received with their membership toward this workshop. Non-member tuition is $1,025 for one attendee or $1,725 for a dealership, and 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.
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