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BTA Business Planning Workshop Scheduled for June 8-9 in Baltimore, MD

26 Apr, 2011

BTA Business Planning Workshop Scheduled for June 8-9 in Baltimore, MD


Kansas City, MO (April 26, 2011) - On June 8-9 in Baltimore, Md., the Business Technology Association (BTA; www.bta.org) and Strategy Development (www.strategydevelopment.com), a management consulting and advanced sales training firm, will present the association’s BTA Business Planning Workshop.
Taught by Tom Callinan and Ed Carroll of Strategy Development, this two-day educational workshop's sole purpose is to set the framework for your team to develop an operational business plan. Using the case-study approach, attendees will learn how to use the Strategy Development Scorecard, industry statistics and a company's SWOT analysis as the foundation of your planning process. Once the foundation is in place, the Strategy Development team will teach you how to layer in detailed and quantifiable actions to accomplish your goals of revenue and profit growth. There will be a specific focus to launching or improving a managed print services (MPS)/managed services (MS) strategy. The final step in the training will be how to put in place a monthly operational process to ensure attainment of the goals or, where necessary, mid-course adjustments.

Workshop topics include: Implementing an MPS/MS strategy; benefits of a plan; Strategy Development Scorecard; the three major financial statements; importance of productivity; cash management; relevant industry trends; conducting a SWOT analysis and using the data; launching new initiatives; process engineering; developing CADs (Commitment Action Documents); the first case study: no growth, low market share, low profit, $4 million dealer; second case study: $10 million, slow growth, 10 percent profit dealer wanting to launch new growth strategies in MPS and MS; case study discussions and CAD reviews;  and making the plan operational.

The workshop is intended for dealership principals, leaders of finance, operations, sales and service — any management member involved in the composition of the annual business plan.

The reviews of the workshop have been very positive. A sampling:

• “This industry-specific workshop was the best on business planning that I have attended. The presenters are industry veterans, very knowledgeable and willing to address questions and provide details not available from generalists. It was a valuable education which I'll apply to have a positive effect on our business.” — Richard Hermann, PrintCentrix/TC Technologies Inc., Kenmore, N.Y.

• “Not only did this workshop demonstrate the urgent need for a solid business plan due to industry trends, it helped define what we need to consider in our plan, provides tools to roll it out and measures our effectiveness.” — Astrid Sloan, OASYS Inc., Burlington, Wash.

Callinan is the founding principal of Strategy Development, a management consulting and advanced sales training firm for technology and outsourcing companies. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

For more than 20 years, Ed Carroll has led large, mid-size and small companies through successful turnarounds and growth cycles. As vice president of IKON's Capital Marketplace, a $150 million unit, Carroll led the sales force into professional services and facilities management and earned IKON's Chairman's Award for superior operation results. Prior to this, he was chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation he planned and started in 1995. Carroll joined Strategy Development in 2008 as partner. For more information or to register for the workshop, visit www.bta.org/BusinessPlanning or call (800) 843-5059.

Founded in 1926, the Business Technology Association serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members — office technology dealerships — consult, sell and service hardware, software and supplies with the goal of helping businesses maximize their investment in devices and technology. Through the association's various educational programs, information, research, legal services, publications and guidance, BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States every day. For more information on BTA, see its Web site at http://www.bta.org or call (800) 505-2821. The fax number is (816) 941-4838. You may also write to: BTA, 12411 Wornall Road, Kansas City, MO 64145.




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