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BTA Sets Date for Professional Services Workshop

14 Oct, 2009

BTA Sets Date for Professional Services Workshop

Philadelphia, PA (October 2009) - On Nov. 3-4 the Business Technology Association will present the “BTA Professional Services Workshop”— a day-and-a-half educational opportunity for principals and senior management of office technology dealerships. The course is led by Mitch Morgan of CEO Focus and founder of the Professional Services Roundtable.

With the focus on software solutions to drive growth and differentiate their dealerships from the competition, the formation of a professional services team is an ideal strategy for dealers. This BTA workshop focuses on the critical success factors necessary to build a successful professional services team. The workshop will answer many of the questions that dealers have, including the following:

• What is the business model and what are the 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.

Among Morgan's clients, 80 percent have successfully entered the market selling software and related services without adding employees the first year. "In today's economy, many customers are looking to do more with less," says Morgan. "This fits perfectly with the solutions of a professional services group."

What are professional services? Generally speaking, they are chargeable, often knowledge- and support-based offerings such as: document-related software implementation and customization (i.e., document management, variable data printing solutions, etc.); ongoing software maintenance; managed print services; custom scope-of-work deliverables; post-sale support; and consulting and assessment services.

Here is what past attendee Matt Halsrud of Koch Brothers in Des Moines, Iowa, had to say about the workshop: “A big thank you to Mitch Morgan of CEO Focus. I recently participated in the BTA Professional Services Workshop led by Mitch. He demonstrated his wealth of knowledge and expertise by the clear and concise format of this workshop. Mitch focused on understanding the structure of our dealership, and then customized the content of the session based on relevance to our business. This workshop was an effective tool I took back to our dealership to keep things moving forward.”

Morgan has built successful business models within the copier business since 1992. He founded the Connectivity Dealer Program from 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 CEO's on strategy, operations, organizational development and sales since 2005. He formed the Professional Services Roundtable in 2007.

For more information or to register for the workshop, visit www.bta.org/ProfessionalServices or (800) 843-5059.

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