January 16th and 17th: 1st Major B2B Sales Transformation Event

The time has arrived, registration is open!

Attend the first major sales transformation event of the year for all B2B sales professionals.

Why Walters & Shutwell with Bill Caskey?

Recognized B2B sales leaders coming together to deliver a seminar designed to give deeper insights to current transitions with B2B consultative selling.

Are you wanting to change your ways?

Are you wanting to improve and move ... more from transactional sales to consultative solutions selling?

Regardless of what you’re selling, we’re going inside the “how” with a new you for 2013. Join us January

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An Open Letter to the Mis-Guided in the Imaging and Printing Services Industry

Dear Mis-Guided:

May I speak to that part of your company where common sense lives? May I compel you to cease and desist in your quest to sell more, purely for the sake of selling more, feeding off the unknowing to satisfy an insatiable appetite?

You have fostered an illusion that has no basis in reality and it is destructive. If your business is to thrive, then step away from your high horse and insidious behavior, for you were never meant to be above your clients, but ...

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The Rising Tide of MPS Clients, Lifts All MpS Ships

Earlier this week, I overheard Greg on a phone consultation. The call was with a client from overseas. He was discussing recommendations for a global company who is deciding whether or not to renew services with their existing provider, or put together a Request for Proposal (RFP) for managed print services (MPS). The client is global, has had MPS with a provider for 6 years and is not happy.

Their goals are still not being met. We won't share names, but we'll use our experience to share our philosophy of...

"the rising tide of MPS clients, lifts all MPS Ships."

Increasingly, we are finding clients and providers of MPS seeking fresh perspectives and third party consultation to help improve their trusted advisory status. This overseas client is debating whether or not to:

(1) renegotiate with the existing MPS provider;
(2) create an RFP;
(3) bring management of print (back) inside; or
(4) evaluate MPS providers "ways/intentions/motivations", and then partner for a more trusted collaborative experience.

We work with buyers and sellers of Managed Print Services to communicate, transform and become more mobile in an increasingly transformative world.

Analyzing the nature of the relationships, intentions, responsibilities,

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