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BTA Professional Services Workshop Set

28 Jan, 2009

BTA Professional Services Workshop Set

Kansas City, MO (January, 2009) — On Feb. 17-18 in Atlanta, Ga., the Business Technology Association (BTA) and the Professional Services Roundtable, a peer collaboration consultancy through CEO Focus, will host the inaugural “BTA Professional Services Workshop” — a day-and-a-half educational opportunity for office technology dealerships.

“The intent of the BTA Professional Services Workshop is to teach dealers the steps needed to successfully enter this growth market, with minimal incremental expense,” says instructor Mitch Morgan, president of the Professional Services Roundtable. “In today’s economy, many customers are looking to do more with less. This fits perfectly with the solutions of a professional services group. Additionally, a successful transition to software and services actually improves the bottom line of the dealership.”

Specifically, the workshop focuses on the critical success factors necessary to build a successful professional services group. It will answer many of the questions that dealers have, including the following: What is the business model and what are they key metrics that drive success? What are the roles, activities and accountability levels for professional services personnel? What are the products and services that will drive the business today and in the future? How do we select, develop and train personnel? Each participant will leave the workshop with a clear professional services road map for success with goals, targets and milestones based on the unique characteristics of his or her dealership.

“Many dealers think that the professional services business is one that requires a significant investment,” says Morgan. “In reality, 80 percent of my clients have successfully entered the market selling software and related services without adding headcount the first year. This requires some realignment of responsibilities, but the resources are often within the company and need to be focused on specific, dedicated activities. To the extent that the personnel are already in place, the gross profit falls to the bottom line.

“A professional services group inside an MFP/copier dealership is often engaged in the sale of software solutions and related services that are document-centric, and are part of the natural direction of the MFP business,” he continues. “This provides the opportunity to generate additional revenue, often with existing personnel, and differentiate the business against competitors in the market.”

Morgan has built successful business models within the copier business since 1992. He founded the Connectivity Dealer Program from the Network Institute of America (NIA; a BTA alliance) in 1991. After his businesses were acquired by IKON Office Solutions in 1996, he led their Technology Services division. In 2001, he formed the Professional Services division for IKON. Through CEO Focus (www.ceofocus.com), Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He formed the Professional Services Roundtable in 2007. Morgan is a featured speaker at ITEX’09 in March.

For more information or to register for the workshop, visit www.bta.org and click on “Education & Certification” on the home page or call (800) 505-2821.

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