 Need Help Closing Your Next MPS Deal? BTA members receive special year-end pricing "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 ... I appreciate your expertise, professionalism and integrity. This training experience definitely 'holds value'!" — Kevin Johnson, Advanced Business Methods, Bismarck, N.D.
During the BTA MPS Client Engagement Training Series, each attendee (or attending company) will receive three one-hour, one-on-one coaching sessions with Mike Lecak of Collaborative Consultant Group;
During these sessions, you will work with the Lecak on three of your specific accounts. You will take these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects.
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The MPS Client Engagement Training Series offers dealers and sales professionals an in-depth look at MPS from the inside. In addition to the three one-on-one training sessions, the series includes six one-hour, Web-based courses designed to assist participants in: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. The topics are relevant to your MPS practice and will offer learning in the most participative manner.
Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pa., 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, after a period of running his own consulting practice, Lecek joined Print Inc. in 2004 to manage sales for the company's channel-focused PrintValue Solutions program. His team was responsible for all facets of bringing MPS practices to Print Inc.'s channel partners, including sales, service, training and sales compensation models. In 2009, Lecak joined Konica Minolta to manage its West Region for managed print. He currently serves as president of Collaborative Consultant Group.
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