Document Imaging (3)
19 Billion Reasons To Start Scanning (Plus One)
Written by April Aulick
We have been receiving a consistent amount of inquiry’s lately asking about scanning bureau setup services. Most of the people calling are looking to start their own businesses. Some of them that want to offer scanning services are non-profit agencies. They are from all parts of the country.
There are many reasons that people are starting scanning businesses and those start-ups are either in this industry or one similar and see an opportunity, maybe perhaps because their clients are asking about it. Others see Obama’s Federal Stimulus Healthcare package that contains $19 billion for health care technology spending and adoption of electronic health records a good enough reason.
I just finished a 2-day needs assessment class with several dealers. I always appreciate the night-and-day change in sentiment I see in students from the start to the finish of the class. We tell them before they sign up that by the end of the class they will be able to sell a needs assessment, perform a needs assessment, and sell the solution. I know they all doubt these bold claims. However, by the end of Day 1, they are absolutely convinced that they have the knowledge and the tools they need to position and sell a needs assessment.
How do we transition them from doubters to believers, you ask? This brief article will provide some insights and information that I hope will challenge you to explore alternative methods to position and sell needs assessments with greater ease and success. Well, I can’t give you the first day of training in a single post, but here is the general framework.
In the previous article, we discussed selling the EDM needs assessment. We succeeded—it’s sold, now what do we do? In this brief article we will highlight the technical and logistical considerations of conducting an EDM needs assessment. It’s one thing to sell the process; we have to deliver on our promises if we have any chance at selling the entire solution. Remember, the needs assessment has two purposes: designing the optimal solution to meet the customer’s business and functional requirements, and selling that solution. Keep in mind, the solution is NOT just technology—but part of a business solution. More on this later…
Conducting the surveys:
