Friday, February 1, 2013

Confessions of a Salesaholic - Thinking Inside the Box?

By Beth Schrader

Don’t put me in a box.  I don’t look good all wrapped up in frill, nor will I enjoy being confined.  But maybe you will…read on.

In a recent article by Steve Rolla of Pros Elite Group entitled BPO In a Box:  Business Process Optimization (published in Image Source), it was identified that the new frontier in our industry is Services.  No doubt about it.  And within this brave yet familiar new world, the focus is three-fold:  Document Management Solutions, Business Process Optimization, and Managed Network Services.  Yes, we do all three and do all three well if I do say so myself – and I do.

In today’s world, it seemingly should be harder and harder to differentiate between “solutions.”  At times, they all look and feel the same.  So how do you decide?  How do you pick the best solution?  By first realizing the solution doesn’t matter until the process is identified.  We reinvent ourselves every day, every time our cheese moves, every time a new year rolls around (at least for that first week).  Our thoughts change, our goals change, our focus changes.  So it should stand to reason that if this is the case within our personal lives, it ought to hold true within our professional lives as well.

When I change my hat from a salesperson to a consumer, here’s what I care about:  how am I going to use something I’m about to purchase.  What is my process for utilizing that which I am about to buy?  Do I stop to think about how I’m going to use Greek Yogurt?   Habitually, I eat it every morning so it deserves not much thought other than the expiration date.  It is a consumable to me.

However, do I stop to think about how I’m going to use a new bathroom which is in the process of being renovated/updated?  Absolutely.  Not only does it cost way more than $1.29, but it will last much longer, be utilized over and over again, others will see it and need to use it in a meaningful way, and it will also have a direct impact on the future resale of my home.

Business Process Optimization in a box is the same idea.  Your organization is either using or is about to be using a solution which will impact the bottom line now and for years to come.  It is a decision which should not be made lightly or on price alone.  It is a decision which should invoke deep introspection within your organization, much like when we make changes in our personal lives. 

Should you care what multi-function device you purchase?  Sure, a little.  For the most part MFD’s are a commodity and serve one (multi is kind of a stretch if you think about it) purpose.  But if you plan to ask us if they can be used as part of the bigger picture – part of the process – then that is a different conversation.  We will undoubtedly still tell you a production scanner is a better way to go (and it is), but that is one example of the kinds of discussions which should be occurring every time you are in the process of thinking about implementing or changing an ECM Solution.  No matter how small the purchasing decision may seem, it’s worth the conversation. 

So what’s inside that box?  A gift.  It’s the gift of expertise from an organization that is a strategic partner, not just a commodity.  We have the expertise to either know or learn very quickly the process surrounding the management of everything which keeps you in business.  And your solution will reflect it.

Go ahead, give us your biggest problem.

With offices in five states, more than 500 installations and document scanning facilities that convert over five million pages a month IOS knows what it takes to solve your document challenges.

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