WORKFLO SOLUTIONS PROFILE
Because we’ve got the “
you lose control of the service that you’re providing, and it becomes more difficult to ensure that you’re able to meet promises you’ve made. I believe that if you’re negotiating in good faith and you’re entering a partnership, you should absolutely be able to deliver and be in control of that delivery.” So Michael ensured there was in-house expertise, by buying a long-established business called TRN in 2020. Initially a record management business, it had moved into digitalising records and securely destroying paper documents. “We integrated it into our offering, and it sits in the front end of the managed service that we promote,” he says. “The conversation should always start with how are you operating now? How far along the digital journey are you? And how can we bring everything that you’ve been doing into that journey and make that very easy for you to manage? The conversation then becomes quite an easy one about managed print, because that involves day to day operations, and scanning documentation as it’s processed. “Our view is, who better to manage that than the company that has already digitised your archives and understand your indexing strategy and how you’re using that data? “The conversation then becomes, okay, you get a digital way of working. You’ve got X amount of terabytes of data, whether it’s on premise or in the cloud. We are supporting you, producing that data and managing it daily. “We need to be the business that maintains the network infrastructure, the backup, disaster recovery, the support for your network. And that opens up the IT conversation. Already in that journey we have stripped out three different vendor relationships, three sets of invoicing, three sets of account management into a managed service where that client gets the best value in the simplest way for them to manage. “Then, if we’re managing digital data, print, scan, the network infrastructure, then telecoms is an easy conversation for us to have. But more importantly, it brings that overall managed service to a single vendor point so that that client is receiving the best level of service, in the most efficient way they
possibly can, which is through a single point of contact, single account management, single invoice strategy.” Michael adds that Workflo Solutions is the only independent company in Scotland to provide digitisation services without any subcontracting. “That’s a big differentiator between us and the rest of the market,” he says. “But because we’ve got the expertise internally across digitisation and print, we can work with a client and understand the full operation of their business and then make recommendations and implement solutions based on a wide-ranging knowledge rather than a very small funnel view of a part of their business.” Importance of diversification Diversification such as this has been important to keep the business growing – and it will continue in the future. “You need to be realistic and recognise that technology within business is changing all the time,” says Michael. “We were slightly concerned eight years ago about the impact that digitisation would have on our service revenue in print. And the reality is not a lot thus far. We see our contracted service revenue increase year on year. “The drop in print throughput certainly hasn’t concerned us until now, but the decisions we are making in the business now, we’re making for three, four, five years’ time, because if we don’t make those decisions now, when we don’t make that pivot and don’t move away from relying on print revenue by the time you need to do that, it’s too late. We’re aware of the necessity for our business
expertise internally across digitisation and print, we can work with a client and understand the full operation of their business...
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7,500,000 STANDARD PAGES
900 STANDARD TREES REFORESTED Workflo Solutions customers have collectively offset the equivalent of
to evolve along with technology.” Along with that evolution, Michael
recognises that he can’t do everything himself, and has gone out to recruit the best in their fields to the business. “As I’ve matured in business over the years, I’ve recognised that you cannot be the best at everything and my role is attracting the best talent available into our business to help us achieve the growth strategies we’ve implemented. For instance, with the TRN acquisition we brought 40 years’ worth of archive, digitisation and records management experience and talent into the business would have been impossible to
7.5M letter pages of paper consumption by reforesting 900.04 trees since joining PrintReleaf in January 2023. https://printreleaf.com/ WorkfloSolutions
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