Offer "Self Managed" Project Workspace Solutions to Your AEC Clients

The document management needs of the AEC marketplace are changing and reprographers who fail to acknowledge these changes will be challenged to survive in the years ahead.

Over the last several years we have seen more and more AEC end-users starting to adopt low-cost file sharing tools that are diminishing the needs and value of traditional reprographic offerings, even On-line Plan Rooms.

Owners, GC’s, Sub’s and Design Professionals are aggressively moving towards using self managed solutions for distributing critical project information to project stake holders. Many are choosing to use CD’s, E-mail, FTP and web-based technologies like: BaseCamp, iSqft, SmartBidNet, Yousendit, BoxNet, DropBox, FileGenius, and a slew of others products to share and exchange project documents digitally.

Questions that you need to ask :

1. If you are experiencing these workflow changes with your key clients, what are you doing to stay relevant?
2. Does your existing plan room offering meet the needs of your clients today?
3. Are you having a difficult time getting your customers to pay for your plan room services?

Many plan rooms offered by reprographers today are mostly Repro-Centric (developed by reprographers for managing files at the repro-shop along with a web component for end-users to view and order prints and digital files). Although plan rooms are still a valuable offering from reprographers, I hear almost every day that posting and organizing documents into plan rooms is being done at a loss or with the hope of future print or download orders. This is a very risky business model for reprographers!

AEC end-users who were once comfortable using plan rooms and paying for digital services are now resisting paying for these tools and services and are now requesting the use of these services for free (due mainly to some repro companies who have not charged for digital services or subscriptions to their plan rooms). Others are just not interested in using plan rooms at all and are looking at using inexpensive managed file transfer (MFT) solutions mentioned above; by-passing the reprographer all together.

If you are struggling to overcome these challenges you might want to take a look at what PlanWell's Development Team  has been working on to respond to these new paradigms.

The reality is, many AEC end-users want the ability to manage and distribute project information themselves. More and more, Project Managers are asking for tools that simplify the process of notifying and distributing documents to select team members.

Reprographers who respond by offering these capabilities will have an opportunity to remain valuable to their AEC customers. Reprographers who fail to introduce these capabilities will be overlooked by the AEC community because the services they offer are not relevant to the workflow needs of today!

To learn more about The “New PlanWell Solution” click here:

Sincerely

Shaun Meany

A Successful Sales Story “Selling Software as a Service” PlanWell Collaborate

One of the fastest growing and most successful, privately owned, minority Class ‘A’ general contractors in the US Mid-Atlantic region, has made the commitment to invest in PlanWell. This progressive GC has the proven abilities and track record to take on some of the most challenging of construction projects in the area. They are committed to meeting their clients’ goals by making investments in education, technology and their employees, so they are able to avoid costly delays, keep projects in budget and deliver high-quality work.

Solution Selling Process:

This GC was interested in online construction technology. When they were initially contacted, PlanWell and BidCaster were discussed. However, after doing a thorough and complete needs assessment of their company and total document workflow, the sales consultant found a further opportunity to also introduce PlanWell Collaborate.

 The client was quick to realize that many of the current administrative processes that they were engaging in on a daily basis were antiquated and needed to be overhauled. This administrative workflow was taking focus away from their core focus, which was delivering high quality projects within budget.

The client immediately saw how PlanWell Collaborate (PWC) could help in their project and document workflow. Prior to the actual product Solution presentation, the client obviously researched the application in some detail. During the initial presentation of PWC, the client actually stepped through each of the main points of PWC and explained how it would be used and what benefit he would receive from it. In fact, the client more or less presented the application to the PlanWell Reseller instead of the other way around. It was a most interesting (yet refreshing) demo!

Besides using PWC, the client still intends on using both PlanWell and BidCaster throughout each project for most current set tracking, addenda and bulletin tracking as well as bid solicitation functionality.

Sales Objections and Solutions:

The sales consultant demonstrated Planwell Collaborate and Planwell / BidCaster to show them all the attributes each application had to offer their company. There were so many things the GC’s employees could utilize from PlanWell that they did not know where to begin. For example, should they phase in their network system? Do they get Collaborate in first? Would bringing in printing equipment at this stage be premature to their work flow needs, to mention just a few.

 Eventually it was agreed that the GC needed PlanWell Collaborate right away because of all their immediate needs to order prints and to move/organize files. When the sales team discussed them using Bidcaster and staffing opportunities (staffed FM) for their bid packages they loved the idea of us putting a person (staffed FM) in their office to help with administrative process of PW/PWC we thought they were going to flip out. They said “can we start on Monday”!

 So the solution for them after the initial PWC phase was implemented was a manned FM with new network system, new computers, small format printers and a Color Wave 600 to run all their design build packages.

The great thing about establishing a partnership with your customers is that once they see your product, they realized the potential in convincing their clients to use your solution. In fact, this GC was so positive about the workflow and the benefits that they brought one of their clients in to sit in on Planwell Collaborate presentation. They too were blown away by the product, so much so, that they are trying out the product and if all goes well, they too will be purchasing 15 seats.

Learnings:

PlanWell Collaborate has tremendous versatility as it can be used in all phases on a projects life-cycle, in this case the GC found great benefit in using PWC in helping them to manage the following processes:

• Project E-mail storage and archive
• Daily project logs and project specific calendars
• Virtual storage location for meeting minutes, owner and architect information, prime contractor information, payment records, RFI, ASI, etc.
• Storage location for all project documentation with integrated file viewer

 Opportunities with Account:

PlanWell Collaborate was just the beginning with this account. As noted above, this account has turned into a staffed FM, which will include PlanWell Collaborate, PlanWell / BidCaster, and printing services as well. In addition, the reprographer will be providing both large format and small format printing equipment as well as a complete network structure (including servers, backup devices, etc). Furthermore, the GC has already gotten the PlanWell Reseller in front of other clients to present PlanWell Collaborate and those clients have initially committed to a trial working.

Today many reprographers are finding out that talking to customers about workflow and technology solutions, that solve real business problems, can provide significant opportunities to grow market share and revenues, are you ?

Sincerely

Shaun Meany