Full slide examples of all our ECM training courses, designed to help you sell more, or start an ECM business.

1. COURSE OFFERINGS
1. High-performance ECM Sales
2. CDIA+ Exam-prep
3. Professional Needs Assessments
4. Document Imaging-101
5. Scanning Service Bureau
6. Business Acumen
- Handouts
- Testimonials
- Phased approach
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2. 2
High-performance
ECM Sales Training
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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3. CLASS AGENDA
‣CONCEPTS
‣THE PROBLEM
‣THE SOLUTION
‣MOTIVATION
‣VERTICALS [HealthCare, Legal, Banking]
‣TECHNICAL
‣SALES
‣PRICING
‣CASE STUDIES
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4. VOCABULARY
ECM, CM, EDM, EDMS, DMS
SaaS,ASP, Cloud,Thin-client, Hosted
On-ramp device, Input device
Workflow/Collaboration, Process-centric Solutions
Kb (communications), KB (file sizes)
GB (groups of files),TB (total storage needed)
Thick-client, In-house (“on-premise”), Client/Server
Phases; Doc-prep, Capture, Index, Output, Archive, Retrieval
Data Extraction; Barcode, OCR/ICR, OMR, Match & Merge
4
..all taught in CDIA+ training
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5. ECM OPPORTUNITY
‣There is a window of opportunity for
helping companies convert paper files
into digital records.
‣Paperless; NO, but.. less paper;YES
‣AIIM projects that by the end of 2015
ECM should be a $4.2 billion dollar
market
‣If the Supreme Court of USA scans, the
stage is set..
(tellYankee Atomic story)
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6. One benefit: Outsourcing allows clients to stay focused. True or False
Why not use high school kids to scan documents?
By the end of 2015 ECM should be a [?] Billion market
One benefit: Simultaneous, multi-person access. True or False
WHAT DID WE LEARN?
$4.2B
True
They’re not trained professionals
True
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7. ROI FOR GOING DIGITAL
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8. VERTICAL MARKETS: LEGAL and BANKING
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9. WHAT DRIVES THE NEED
MEET COMPLIANCE REGULATIONS
! Most businesses have compliance regulations to meet (Fed & State)
! Industry specific requirements
! Massachusetts General Law 93h (or similar) to protect PII
! Medical – HIPAA (Health Information Portability & Accountability Act)
! Federal Government – EFOIA
! Financial industry – GLBA
! eDiscovery requests
Streamlining business processes makes it easier to comply
Next the details...
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10. WHAT IS ‘COMPLIANCE’
Before we get into this..WIKI says;
Compliance means conforming to a rule, such as a specification, policy, standard or law.
<however>
Regulatory compliance describes the goal that corporations or public agencies aspire to in their
efforts to ensure that personnel are aware of and take steps to comply with relevant laws and
regulations.
WHY DOYOU CARE? If your prospect needs to do something, and you can help them do that..you
become attractive.
In this example, the government has told them they MUST comply with a law. Help them and they will
love you!!
Prospect says “You can keep me out of jail?
Really...I want to talk to you!”
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11. CDIA Presentation v1.2
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 314-7097
www.ecminstitute.com
CDIA+ Training,
CD0-001
“Exam Preparation”
(v1.2 Updated January ‘15)
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12. CDIA Presentation v1.2
Domain 1. Enterprise Content Management
In this domain we will learn about the proper usages of index, search, and retrieval. Will also
discuss workflow and explain how collaboration works. We will compare and contrast document
presentation and output features and explain the purpose of content life cycles.
This domain is weighted at 20%.
Sample:
Why should the Human Resource departments be included in the planning of large
implementations of new imaging systems?
A. To handle complaints
B. To plan for overtime
C. To prepare for resignations
D. To review impact on job descriptions.
" Author: CompTIA
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13. CDIA Presentation v1.2
Terms (Cont.)
Ontology:
• Rules based, explicit specification.
• Example; Invoice = “Invoice”, not “Bill”
• Index values are from strict drop-down list, not open to
interpretation.
Folksonomy:
• “Wisdom of the crowd”
• Example; you pick “Invoice”, I pick “Bill”
• Think collaboration. Minimal controls. No standards.
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14. CDIA Presentation v1.2
Domain 2. Capture
In this domain we will learn about how input devices are used to accrue data. We’ll talk about
document conversion from document pickup, to preparation, scanning, quality assurance,
indexing, extracting data, and then we’ll discuss outputs. We will also discuss various file formats
and their impact on the available bandwidth of the network.
This domain is weighted at 23%.
Sample:
Which of the following ICR recognition applications will support a check-processing application?
A. MICR.
B. CAR
C. Barcode
D. Patch code
" Author: CompTIA
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15. CDIA Presentation v1.2
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CompTIA terms: “Release” = output.
Validation, Verification
The Process Overview
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16. CDIA Presentation v1.2
Domain 3. Storage and Networking
In this domain we will learn about the various storage media types and their properties. We will
look at storage strategies as well as network connectivity and hardware options.
This domain is weighted at 13%.
Sample:
A city has determined that it will provide access to City Council minutes and upcoming agenda
items. Which is the best solution that will allow for the broadest access for all interested
parties?
A. Use of an FTP site
B. Web-based Internet access.
C. Publication on CD-ROM for distribution
D. Public kiosk availability at various sites, including libraries
" Author: CompTIA
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17. CDIA Presentation v1.2
Storage Subsystem Options
Jukebox
RAID Array
Magnetic
disk
DASD
Optical
Tape Library
MO DriveTape Drive
17
SSD, using NAND ‘flash
memory‘ (elec erase)
WORM
Cloud
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18. CDIA Presentation v1.2
Domain 4. Security and Compliance
In this domain we will learn about the basics of records management in general, as well as security
in the context of access and delivery. We will discuss document privileges, rights, and output
methodologies.
This domain is weighted at 16%.
Sample:
A consultant analyzing a company's document imaging requirement discovers that there
appears to be a number of concerns from users about the security of the newer system. Which
of the following is the best way to address such concerns?
A. Ask the project leader or company management to deal with the situation.
B. Emphasize that it has been a management decision to change to the newer system.
C. Consider end-users' concerns and determine whether they can be met through education or
changes in the solution..
D. Implement the changes provided that the management/project leader agrees with the
recommendation for the newer system.
" Author: CompTIA
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19. CDIA Presentation v1.2
Security Lifecycle
#Document Creation
#Format
#Media
#Document Activity
#Retrievals
#Modifications
#Concurrent Usage
#Document Archival
#Format
#Legality
#Access
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“Record” = No changes!
“Document” = Changes OK
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20. CDIA Presentation v1.2
Domain 5. Analysis, Design, and
Implementation
In this domain we will learn about the basics of project management. To include the different
players, the different phases, some project management terms and document reporting types. We
will discuss a formal needs assessment and how to professionally collect data, validate inputs, and
solidly design a system based on this.
This domain is weighted at 28%.
Sample:
A company is implementing an imaging system. The employees in the microfilm department
express concerns to their manager that the proposed system may threaten their jobs. The manager
is one of the key decision-makers on the selection team. In the employee presentation, which of
the following should NOT be included?
A. Savings due to process improvement
B. Savings due to reduced training requirements
C. Savings due to reduced staffing requirements.
D. Savings due to reduced storage space requirements
" Author: CompTIA
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Return to Course Offerings
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21. CDIA Presentation v1.2
Implementation Plan, contains:
Production Procedures Help / Support Docs
Training Plan Roll-out Procedure
Description of System
Changes
Maintenance Schedule
Risk Management Plan Timelines, Time Constraints
Q/A Steps Objectives
Identifies Language or Time
Barriers
Connectivity Details
Time Out or Deadline
Schedule
Milestones
Input from the Project Team
SMEs
Not $$ or Budget Issues
(already agreed upon)
Technical Documentation
(Given to the solution sponsor)
21
MEMORIZE
THIS!
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22. 22
High-performance
Needs Assessment Training
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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23. PURPOSE OF THIS COURSE
‣Day 1
‣ Provide professionals with a complete understanding of the
electronic document management (EDM) needs assessment
process
‣ Day 2
‣ Needs Assessment fundamentals and simulate an assessment
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24. WHATYOU WILL LEARN
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‣ Day 1
‣ What is an assessment, and why do you need to do it
‣ How a Needs Assessment is a critical component for your future
success
‣ Day 2
‣ How to conduct a survey—what questions to ask, who to ask, and how
to set it all up
‣ How to analyze the collected data
‣ What constitutes a professional report
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25. ‣Know what you are proposing!
‣Be accurate with the solution!
‣Ensure clients pay for what they NEED!
‣Shorten the sales-cycle by asking for investment
up-front!
‣Feel confident your solution will work 100%
‣Also realize, once satisfied, they will refer…
ADVANTAGES OF ASSESSMENTS
Can you think of more?
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26. GIVE THEMVISUAL PROOF
26
Dawn%opens%
email
Responds
Receives
Search%&%Find%
Threads
Creates%Sub;
Folders%my%email
Creates%Sub;
Folders%Dawn's%
email
Carrie%accesses
Dawn's%email
Prints
A@achments? YESNO
Le@er
Saved%to%
I:Scanned%
Correspondence%
Folder
Pleadings
Saved%to%
I:Scanned%
Pleadings%Folder
Separates
Collate%by%Thread
Compare%by%
Thread
Put%in%reverse%
chronological%
order
Remove%
Duplicates
Hole;Punch File Distribute,%as%
needed
Scans
Drag%&%Drops%
Email
DRAWING A - EMAIL TO FILE WORKFLOW - EXISTING
File%Cabinets
Drawers
Accordian%Files
DRAWING B - EMAIL TO FILE WORKFLOW - PROPOSED
Dawn%opens%
email
Responds
Receives
Search%&%Find%
Threads
Carrie%accesses
Dawn's%email
Hits%Bu=on:
"Save%to%DMS"
Chooses%the%
Category%from%a%
DropDdown%List
Adds%Index:%
[Name,%Case#,%
etc]
Stores%
With%or%Without%
A=achments
Note: Workflow rules may route document
to another user who plays a role
[predefined workflow].
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27. GIVE THEMVISUAL PROOF
27
FINANCIALS
1.0 Return on Investment -Labor alone
Although difficult to extrapolate due to such a wide variety of areas for improvement, I
have focused on the time it takes staff to manually enter data into Crosspoint, as a labor
savings, and costs associated with the print and scan methods for discussion.
!
Five main areas will yield the biggest return on investment;
Email inbox with its inherent possibilities for error in the time required to
manually assign work to teams
Gathering of medical records and the sheer volume of pages printed from
electronic files
the continual manual process of rekeying information that was once electronic,
now on paper, into Crosspoint.
The overall inefficiency of website referrals
A scanning process that has not changed in 6 years
!
Increasing the efficiency in any one of these specific areas can more than pay for the
system. The combined increase in efficiency will yield tremendous ROI to the extent that
follows. *Please see attached Price Sheet for solution pricing.
!
!
This represents a savings on labor alone of more than $ 4,000,000 in five years.
!
(Labor alone. Add consumables… and 28,000 hours/yr time saved!)
!
>Add to this the cost of losing a document, not being able to answer a question
immediately, perhaps losing a client due to poor customer service, making wrong
decisions from inaccurate or older information, lost employee time and office waste via
paper/toner/maintenance, courier expenses, and you have a substantially higher figure.<
!
!
>See chart ISO Volumes and Money in addendum for details.
LABOR
COSTS
MONTH YEAR PER
DOCUMENT
Current: $! 96,281.00 $! 1,155,372.00 $! 0.19
Proposed: $! 19,256.00 $! 231,072.00 $! 0.04
Net Savings: $! 77,025.00 $! 924,300.00 $! 0.15
Page ! of !32 34
7.0 Financials
7.1 Costs
Phase One: $81,538.00 (DM system) or $2,896.23/mth (36 mth lease)
!
Phase Two: $18,000.00 (Workflow) or $639.36/mth (36 mth lease)
!
Phase Three: $10,000.00 (Forms Automation) or $355.20/mth (36 mth lease)
______________________
<or> $3,890.79/mth for all
7.2 Return on Investment
Although difficult to extrapolate due to such a wide variety of documentation, I have
focused on the lease processes for discussion.
!
Based on Wayne’s input of “100 leases per month”, and an estimated average of 3.5
hours each, that is 350 man-hours of time each month. At a burdened labor rate of $35/hr,
that is $12,250/mth for Julie alone.
!
Add 2 hours each for Bryce, Wayne, the property manager and two clerical office staff at
a burdened rate of $100/hr = 2 hrs x 5 staff x 100 leases/mth x $100/hr = $100,000/mth
!
Current Costs: $112,250/mth or $1,347,000 per year using paper
!
>Add to this the cost of losing a document, not being able to answer a question
immediately, perhaps losing a client due to poor customer service, making wrong
decisions from inaccurate or older information, lost employee time and office waste via
paper/toner/maintenance, courier expenses, and you have a substantially higher figure.<
!
Based on the same rates, but saving a conservative 40% through workflow automation:
!
Proposed Costs: $67,350/mth or $808,200 per year using workflow.
!
Net savings: $44,900/mth or $538,800 per year. Labor alone. Add consumables…
!
ROI
Proposed cost of system: $109,538 [system] + $808,200 [labor] = $917,738
!
$1,347,000 [current] - $917,738 [proposed] = $429,262 saved the first year
$1,347,000 [current] - $808,200 [proposed] = $538,800 saved the second year
!
>See chart Monthly Expense -Proposed vs. Existing for a graphic
Page ! of !15 16
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28. 28
START INTERVIEWS
Began by asking them to explain the job responsibilities
Then ask them to explain what they do each day, in detail
As time allows, make a simple drawing that outlines their workflow
(this is invaluable when you’re back at the office trying to remember their workflow)
Be sure to show your notes And your drawing so they can be as accurate as possible
Capture as many quotes from the interviewee as you can. You will gently include these in the report.
Ask them to allow you to visit their work area. Get permission to take pictures.. lots of pictures. This adds
credibility to the report, and spawns conversation.
If they mentioned something doesn’t flow properly, or there is a problem, be sure to ask “what is the impact
on the business?”
Spend time on workflow problems. These are the opportunity areas for your software to address, and are
specific to the account.
Realize there is no way to script this dialogue. It depends largely upon what the interviewee says.
Be flexible, courteous, inquisitive, interested, friendly, and be sure to probe at the areas that you intend to
address with your solution.
Remember never to be confrontational, negative, or say things like “Wow! I must really suck!”
Equally, also remember never to say “Not to worry, that happens to a lot of people.”
STEPS (A GUIDE FORYOU)
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29. 101 training v3.2.ppt
29
Instructor:
Mr. Byron B. Aulick, C.D.I.A.
Teaching the fundamentals
Document Imaging-101C
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30. .
30
Day 1, course overview
▪ Imaging-101
□ 1. Concepts, Motivation & Objectives
□ 2. The Capture Process
□ 3. Scanners
□ 4. Indexing Methods
□ 5. Storage
□ 6. Communications
□ 7. Display / Output
□ 8. Document Management & Workflow
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31. 2. The Capture Process
31
What is DPI?
1 In.
1 In.
100
200
300
400
Dots
160,000
90,000
40,000
10,000
0
Resolution in DPI
Dots Per Inch >
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32. 4. Storage
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Storage
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33. 5. Networks
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CommunicationsC
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34. 8. Document Management &
Workflow
34
Document Management & Workflow:
Overview
▪ User Expectations for EDMS
▪ Document Management Acronyms
▪ Workflow: Definitions, Essential Elements, and
Options
Return to Course Offerings
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35. SCANNING BUSINESS STARTUP
-Business Owners Class
Written and developed by:
April M. Aulick, CDIA+
april.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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36. Table of Contents
● CHAPTER 1. THE BASICS: THINGS YOU NEED TO KNOW
● CHAPTER 2. THE SCANNING OPPORTUNITY
● CHAPTER 3. HARDWARE, SOFTWARE & SUPPLIES
● CHAPTER 4. FACILITY AND SPACE CONSIDERATIONS
● CHAPTER 5. THE STEPS IN THE PROCESS
● CHAPTER 6. OTHER DETAILS IN THE PROCESS
● CHAPTER 7. PRICING & REVENUE
● CHAPTER 8. BUSINESS MATTERS
● CHAPTER 9. SUCCESS FACTORS
● CHAPTER 10. WHAT ARE THE RISKS?
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37. Paper and Scanning
37
● The Physical Properties must be Understood Before
Scanning
● Paper Related Issues Could Impact a Project
● First, Understand the Following:
○ The original document’s physical size
○ Any surface coatings
○ Paper quality and thickness
○ Page colors and how they are used
○ Existing fastening devices
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38. THE OPPORTUNITY OVERVIEW
38
● “Hasn’t everything been scanned by now?”
● How many manufacturers of printers & MFP’s exist today?
● Nearly 50 trillion pages are printed in the world annually*
● The EDM / ECM is a fast growing industry raking in a
whopping $40 billion annually
● Have you seen the rate at which the medical industry is
going paperless?
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39. GROWING POTENTIAL
● Instant messages, SMS/text messages, blogs, RSS feeds,
wikis and email are yet to be managed better.
○ These collaborative tools create content, lots of it!
● There are industries that still are paper intensive:
○ Banking, mortgage lenders, etc. – Loans need signatures
○ Every industry has financial, H.R. & client records not just specific
documents applicable to the industry
39
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40. CAPTURE SOFTWARE
● Every high-production scanning bureau should use high-
production capture software
● Every scanner comes with free basic software
● Free software has limited features
● Free software provides images, one index field, and output
to pdf
● High-production software has many features needed for
many types of jobs
40
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41. OTHER SPACE CONSIDERATIONS
● A break room away from work areas
● Any office activity that is distracting,
such as phone use, meetings, etc.
should be away from work areas
● Wall space for memo’s and signage
41
Return to Course Offerings
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42. 42
Business Acumen
for selling
Targeted Solutions
Written and developed by:
Byron B. Aulick, CDIA+, PDI+, Project+, ECMs
byron.aulick@ecminstitute.com
(508) 637-1508
V1.1 July 2015
“BATS”
With the right bat, you can hit the ball out of the park!
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43. CLASS AGENDA
‣GENERAL BUSINESS TERMS
‣AUTOMATION IN THE WORKPLACE
‣BUSINESS WORKFLOW-101
‣WHAT’S IN IT FOR ME?
‣INTRODUCTION TO TECHNOLOGY
‣CASE STUDIES
‣BRIDGING THE GAP
43
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44. WE RESPECT WHOYOU ARE!
This class does not teach you
traditional sales or ‘solution selling’.
Rather.. we teach how to strategically sell products and services
that generate ridiculously high GP
Our focus is on high performance ECM sales:
‣ Hardware [at full-list]
‣ Software [ECM,Workflow,Advanced Capture]
‣ Workflow Implementation Services
‣ Document Conversion [scanning]
‣ Consulting
‣ Needs Assessments
44
Welcome to Class
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45. WHAT TO EXPECT
‣Ground, mid and high-level understanding of how ECM benefits
clients
‣ Specific answers to specific questions
‣A shortened sales-cycle due to better understanding of business
processes [workflow]
‣Happier customers
‣ Your name on LinkedIn from clients raving with glee!
‣References
45
Welcome to Class
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46. ‣Struggles offices have today;
‣ Cant find, recreating
‣ Crowded space, keeping files too long
‣ Manual routing, rekeying into legacy systems
‣ No tracking
‣ Poor security due to physical paper
‣ Wasting time & money
‣Not addressed =YOUR opportunity!
46
PRESENT STATE
Automation in the Workplace
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47. 47
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49. 49
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50. 50
Automation can eliminate these steps!
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51. YOUR -PROFESSIONAL
SERVICES AT WORK
‣Areas that generate income:
‣ “Match to PO” and “Copy and Distribute” and “Queued for Processing”
‣ Rules within the Workflow system will route the PO and the Invoice to appointed party for
processing.
‣ “Data Entry & Allocation”, “FILE” and “Archive”
‣ Use ‘advanced capture’ to extract data from pages as they are scanned.Then, output images and
index values into an ECM system to automated the filing [and archival] process.
‣ “Prep Client Re-bill”,“Attach Backup Invoices” and “Send Invoice”
‣ A second process. Used when part of a larger invoice is “re-billed” to several parties. Simply
configure another workflow [$$] to automate the process. No additional scanning/indexing
needed.
51
Finance Dept AP
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52. HANDOUTS
HOMEWORK, CLASS ASSIGNMENTS, ROLE-PLAYS,
SAMPLE EXAMS, CASE STUDIES
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53. Worksheet
Directions: Please fill out with book closed. Once finished, if you need to, use the book to fill in the ones you were unsure of.
Recap from “Online Imaging-101”:
1. Explain:
a. De-skew
b. De-speckle
c. Cropping
From “1. Concepts, Motivations and Objectives” section:
2. Name some purposes for DM/DI:
a. Enables ____________ containment
b. Enhances the overall ______________ from attacks
c. ________ i________ means a 5 page doc really is 5 pages!
d. Meet ______________ requirements
3. From the VAR’s perspective, explain your business position:
4. Briefly explain what savings minus cost means:
5. What are some of the advantages of using document imaging?
6. Name potential disadvantages:
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54. C
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55. CDIA Presentation v1.2
Math 4
A client receives 5,000 docs / day with 500 characters on each page.
During QA, they notice that after 10 days, 250,000 characters are wrong!
What is the accuracy of the OCR?
5,000 docs x 500 chars = 2,500,000 chars / day
..x 10 days = 25,000,000 total chars
..of which 250,000 are wrong. (=1% wrong)
If 1% is incorrect, then 99% is correct!
•Accuracy = 99%
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56. DataVault’s research department would like to capture all
internal research documents. Due to patent considerations,
no researcher is allowed to view anothers' documents.
Which of the following is an effective method to block
document access?
A. Document level security
B. Check in / check out control
C.Virtual Private Network (VPN)
D. Redaction
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57. Scan
Routes'to'Bryce
Mails'to'Tenant'
for'Signature
Receive'Returned'
SignedRoutes'to'JulieSave'to'the'DMS
Property'
Manager'
Fills'out'the'
"Lease'
Prepara?on'
Form"
Routes'to'Julie
Opens'
"Lease'
Prepara?n'
Form"
Stamps'with'
Approval'or'
Annotates
Routes'to'Bryce'for
Electronic'Signature
Saves'to'the'DMS
Sends to Tenant
System'
no?fies'
Property'Mgr'
&'Accoun?ng
Accounting
completes task
of adding
information
Entered into
Skyline
If New
Tenant
Julie'Makes'Edits,
If'Needed
Receive'Returned'
Documents
System'
no?fies'Lease'
Administrator
Scan
Commercial'
Tenants'
Change'
Form'
Created
Lease'
Summary'
Form'Added
Include'Copy'
of'Voided'
Check'&'ACH'
Debit'Form
System'no?fies'
Sarah,'Chris?na,'
Mary'&'The'
Property'Mgr
LEASE PACKAGE - NEW WORKFLOW
Creates'
Cover'Page
Creates'
Cover'LeOer
Saves'to'the'DMS
LeOer'with'Requests'
Mailed'to'Tenant' Routes'Back'to'Julie
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58. TESTIMONIALSC
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59. Testimonials: [from student evaluation sheets given at end of class]
Michael Weaver, Ricoh Business Solutions: "This training would be excellent for
many sales-reps, particularly those who deal with healthcare accounts. It gave me
something else to bring to the table and an edge over the competition."
Rob Wolf, Lanier: "I attended the CDIA+ Training course that you conducted at
companies University 8/1-8/3, and wanted you to know that I passed the CDIA+
Certification Exam on 8/8 with a score of 828. I just wanted to tell you how great I
thought the class was, and how great you were as an instructor. It is not easy
presenting technical material to a "mixed" group of attendees and being able to keep
everyone on track. I will recommend the Datavault prep course to anyone interested
in taking a CDIA+ training course.”
Chip O’Dell, Region Manager: “Byron: The class you instructed was tremendous,
and I know I can speak for all when I say we left your class with a great feeling of
confidence we were prepared and would pass the test. I took the test last Friday, and
while the whole testing experience really kicked my (bleep), I passed with a 760!!!!
Again, I PASSED ON THE FIRST TRY!!! I have been in region management and out
of the field for the past 5 years, so I did not feel I possessed the base knowledge
most of the DSR’s and DSM’s have, but thanks to your instruction, I PASSED!!!!!
Thanks for your effort, and I hope all of my company’s counterparts have the
opportunity to experience the excellence of your instruction.”
[end]
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60. PHASE 2:
Production Hands-on Workshop
‣ Live workshop
‣ All necessary forms and labs
‣ Tracking and reporting tools
‣ Operations and procedures manual
‣ 3 Days classroom, $2,295 ea.
PHASE 1:
Business Owner’s Insight Overview
‣ What can you expect
‣ What does it require
✓ Human resources
✓ Equipment
✓ Investment
‣ Profit and Return
‣ 4 Hours, online, $997 ea.
‣ eBook, $349
PHASE 3:
High-performance ECM Sales Training
‣ Compliance overview
‣ Compelling reasons
‣ Overcoming objections
‣ Estimating and proposal generation
‣ Storage calculator
‣ Sample Terms & Conditions
‣ 2 days Classroom, $1,395 ea.
PHASE 4:
Marketing
‣ Website assistance
‣ Develop collateral materials
‣ Social presence help, $500/mth
Ongoing support
‣ Software setup
‣ Continuing education
‣ RFP assistance
‣ Trade-show helps
byron.aulick@ecminstitute.com
(508) 637-1508can help you!
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