I would agree that most 1:1 focused assessments leave much to be desired, and that a lot of findings are merely symptoms. Treating the symptoms can make some pain go away, but won’t cure the organization - or in other terminology - achieve best value.

The question is, how far are advanced MPS practitioners willing to go in the Business Studies? To the true root cause? Or, as Bob pointed out above, to the point where the client’s confidence is achieved?

Thanks also for your PS!

I agree that the article was written for/from the selling perspective… I found the assessment metrics interesting and wanted to share those with our readers. We look at everything from the client’s view, thus the focus on contracting.

BTW - your contest is great! I’m looking forward to seeing the results.

“Feeling Brave?”

I agree with you when you question why only 44% of the assessments performed result in moving forward. And I also agree with your belief that this statistic may illustrate poorly implemented assessments. Of course, you get what you pay for - most of these are conducted for free.

Unfortunately, it appears I was unable to communicate the underlying theme of my article. I propose in lieu of doing “assessments”, advanced MPS Practitioners should conduct Business Studies.

This is not semantics.

Indeed, if you are “…truly focused on improving your copying and printing operations…” - go ahead and conduct a one dimensional assessment analyzing speeds, feeds, monthly volumes, “applications”, contracts and setting hardware requirements for a 1:1 replacement.

If on the other hand, we are truly looking to help clients, improving our business analysis skills will not only result in happier clients but more of them.

Example - An A/P department prints 1100 checks every other week and is currently using a bank of old laser printers and pre-printed check stock. Some of us would initial go after the check stock and old printers. Your solution may be to move them into two MICR lasers printers;reducing the monthly costs associated with the pre-printed forms.

Not a bad start and completely adequate results of an “assessment”.

But how many of us would ask, “WHY are you printing so many checks?”

The answer might be because they have a fleet of 500 brand X copiers and receive a separate lease and service invoice for each one. Do you think you could help them with that?

Do you see how the data on your assessment spreadsheet seem to fad into the background as you start to help the A/P Department Manager solve a real problem?

Anyway - I could go on…but I won’t.

From my article: “”Use your brain. Use your mind, not a spreadsheet. Present ideas not proposals.”

PS - Great Site - Great Business Model!

After a contract is signed many times it is filed away never to be seen again. From our experience [...]…