The Second Most Important Tool in Managed Print Services

MPS is all I talk about...I have been performing MPS assessments pretty heavily over the past few weeks and I find that although we have many tools, I am still making things up as I go along. After reading Ken’s post I knew I had to complete my current article. Ken’s post resonated with me regarding the Tools of MPS.----

Current MPS tools consist of spreadsheets, interview forms, data collection sheets, automated data collection devices/software, supplies cost matrixes, etc. All geared around collecting the Technical data, i.e. volumes, lease end dates, lease payments, overages, 11x17, first copy out speed, duplex...blah blah blah...this data is mundane and acquiring it is fatiguing but necessary.

The collected data is one-dimensional and any “monkey” can collect it. Unfortunately to some providers and many customers, this is the extent of the information used in the analysis.

The Second Most Important MPS Tool: The Interview -

When interviewing, many issues are exposed, some that may not at first seem to be MPS-related.

The idea here is simple - the End User interview, the Director interview, and the C-Level interview are all treasure-laden conversations. Corporate directives, cultural issues, political hurdles, and decision-making processes all become apparent as progression is made through the organization.

As an example, I am currently working on 3 separate assessments for 3 clients - one is what I call a "Mini-Assessment"; which means we are only looking at 25 devices out of a fleet of 220. The idea is to analyze these units for fiscal '08, get the refresh approved, and continue the study into year's end for fiscal '09 upgrades. The goal of this study is to form a Standard Requirements List for all future hardware/copier acquisitions.

In this particular case, the overall organizational goals are:

1. Reduce operational costs by 5% without “Reductions In Field”
2. Increase employee job satisfaction
3. Improve Customer Service

Now, the above three goals are not revealed when you plug in your "nonobtrusive" Print Audit tool into a USB port, are they? Nor do these three goals fall out of the bottom of a spreadsheet after entering all the machine types, volume levels, and power consumption, do they? No, no, no.

Ask questions.

Talk to everyone, make it your process - if your contact doesn't allow you access - fire them.

Covering All the Bases – Strategic Approach

When interviewing the questions asked are important but the people you ask are much more important. This is my personal application of a strategic approach. I see four types of interviewees:

1. Your Coach
2. The Technicals
3. The End-User
4. Project’s Economic Influencer

• Your Coach
• This person is convinced that MPS is the way to go. And he wants to see the project (and you) succeed. And your success is tied to his perception within the organization. You must make him look great, if you fail, he loses credibility.
• The Technicals
• These folks hold “go/no go” over the final recommendations. Their perspective is on the functional issues of the program. They are focused on issues like network compatibility, end-user support functions, invoicing and billing procedures, and maybe all the way down to duplex capabilities of the hardware.
• The End-User
• The End User must be satisfied. When interviewing and speaking with the End User you must have a clear idea of what direction the organization wants to move. For instance, if one of the basic goals is to reduce all the locally connected, desktop inkjet printers, check with IT to insure how they want to approach the subject.
• The End User has a wealth of “everyday issues” that cause workflow bottlenecks. Their visibility into the organization is restricted but at the local level the information obtained can be very illuminating.
• Economic Influencer(s)
• This entity releases the funds necessary to move forward with the project. Interested in cost reduction and R.O.I.
• These interviews are most likely C-Level players. I do not recommend asking the CEO if “duplexing is important…”

Every successful project includes covering ALL these bases with relevant (from their perspective) questions.

Imagine – when you contact ALL the above types - your picture of the organization’s output fleet would be detailed to the nth degree. You would be aware of the business culture and how it will react to change. And hopefully, this insight will allow making a solid, agreeable recommendation proven to positively impact the organization’s overall goals.

This brings me to the most important tool in the MPS shed - to be found in a later post.