Are You Planning on Giving or Receiving Next Year?
Regardless of what holidays you observe, it is at this time of year that we all begin to turn our attention to a review of our year past, with an eye on setting goals for the next. Some of us look back with a smile, while others close their eyes in disappointment. To some, this may be a time for reflection of the thanks for what you have (I certainly am thankful), but to each and every business it is a time to project what you want in this next year. In your business, are you planning on giving or getting next year?
While giving to your customers is certainly on the table, I think we could all agree that giving market share to your competitors doesn’t make you say, “Ho, ho, ho!” So what are you doing to ensure your continued (or emerging) success in 2011?
At Photizo, we see the MPS market as continuing to evolve. While others in our industry may be forecasting the end of this sleigh ride, I would have to say that this is not night cap of which I partake. But let me be clear, friends… regardless of whether you see success in managed print services, professional services or managed network services, the larger picture is that your customer is expecting you to deliver the gifts that keep on giving.
Last week, I interviewed the President at Qualpath, Kevin DeYoung, who emphatically summarized that, “You can’t squeeze water out of a rock!” He was referring to the fact that you must know and focus on not only executing well, but executing well in the correct target market. So, we know it’s important to focus on who your customer is.
But beyond that, have you taken the time to back into your goals, how you will achieve them, when you expect to see results, and what you will measure success by? While many believe MPS to be a modified-CPI contract, those who understand the shift in our global economy now understand the concept of consultative selling, adding value and managed services are offerings for which customers now have a taste. Sure, durable goods should remain a focus – for some. But for others, delivery and execution is where the money is to be made.
Get some help if you are stuck, don’t be bashful about asking questions. I would much rather risk looking foolish by asking foundational questions if I don’t understand something, rather than be proven foolish by failing at achieving my goals. I want you to be the one on the receiving end this coming year!
Best success in 2011!
Ken Stewart offers observations from the field of managed print services in his weekly column on MPS Insights every Tuesday. As a senior consultant with the Photizo Group, he comes from and works directly with channel providers in the managed services space, developing educational tools and resources to promote lasting business transformation.
Ken Stewart’s website, ChangeForge,focuses on the collision between the constantly changing worlds of business and technology in an information-centric world. Get the latest industry news, and follow ChangeForge on Twitter or become a fan on Facebook.
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