My first assessment was for 1,100 units. The next one was for 823. And my third assessment was for 523 devices.
A 25 machines assessment took 30 days.
That was over a year ago.
Insanity.
You would think I would have learned.
An early Photizo study revealed that doing an assessment gave you a 50% chance of closing the engagement.
While at the Managed Print Services Conference in San Antonio I agreed with this statistic and mentioned that I closed 50% of the studies/assessments that I performed.
I neglected to say that after no longer doing Assessments, my closing rate went up to 94%.
Interesting, eh?
With just about everybody pitching MPS and free assessments - one needs to ask how much value can something that is free honestly carry?
And let me tell you this, if I do get into a position to be the "second" one in a deal, I get all the data that the person before me obtained - all of it, the spreadsheet, costs, and everything.
So what to do, what to do...
Ask questions, don't do an "assessment".
Take a tour of the complex, don't perform a "survey".
Install your "Supplies Monitoring" software, not your "Data Collection Agent".
Write your findings down and discuss them with your client, in two pages or less; don't let your software generate a stodgy, canned, boilerplate with spreadsheets. Run from PowerPoint.
Use your brain. Use your mind, not a spreadsheet. Present ideas, not proposals.
Just my 0.020 worth, but after all, it is my blog.
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