Our Approach: the Customer Intimacy Engine™
BUSINESS MODEL TRANSFORMATION: FROM PRODUCTS & SERVICES TO CUSTOMER INTIMACY
For well over a decade, McMann & Ransford has been focused on helping companies make the shift to a Customer Intimacy business model. Along the way, we developed the Customer Intimacy Engine™ - a blueprint for business model transformation. For each step, there are key questions to be answered that define where you are on the journey. In addition, there are specific skills that must be mastered and specific activities that must be completed in order to realize the business outcomes. Lastly, our experience, tools, and methodologies serve as catalysts to enable your company achieve a successful transition.
1: Start
OUR TRANSFORMATION SERVICES »
Customer Intimacy Engine™ Strategic Evaluation Model
provides assistance evaluating the model and its applicability to your company.
Customer Intimacy Engine™ Evaluation Workshops
provide leaders with the information they need to understand and evaluate their options for implementing the IE model.
Customer Intimacy Engine™ Strategy and Planning
provides the necessary tools to develop a strategy and an action plan to help you manage, measure, and guide the business model transition.
2: Form
OUR TRANSFORMATION SERVICES »
Customer Intimacy Engine™ Progress Evaluation Tool
assists in determining what next steps are crucial to moving your journey forward.
Service Chains™ Methodology
provides methods for developing and delivering True Solutions™.
Consulting Infrastructure Program
assists in getting best in class consultants sourced and acquired quickly, paid correctly, and on-boarded to program.
Idea Selling™
enables idea-based conversations with executives and shortens sales cycles.
3: Commercialize
OUR TRANSFORMATION SERVICES »
Customer Intimacy Engine™ Progress Evaluation Tool
assists in determining what next steps are crucial to moving your journey forward.
Customer Intimacy Engine™ portfolio management methodology
assures you are building a broad portfolio of both intimacy and pull through solutions.
Account Harvesting Methodology
assures you are deliberately building Trusted Advisors and pulling through products and services within accounts.
LAPS (Learning Architecture for Customer Intimacy Professionals)
development program enables you to bring on and develop talent quickly and get them productive and successful. LAPS provides the framework and content for career-spanning professional development and growth.
4: Scale
OUR TRANSFORMATION SERVICES »
Customer Intimacy Engine™ Progress Evaluation Tool
assists in determining what next steps are crucial to moving your journey forward.
Customer Intimacy Engine™ Field Integration Program
provides a fast track to combine the existing field resources with the solution business and lays the sustainable foundation necessary for growth.
Change Management Process for Customer Intimacy Engine™ Transformation
assures the organization as a whole keeps pace with the Custoamer Intimacy solution business as it grows and impacts the company/division.
"Move it to the Field" Program
assures that activities performed by the solutions business are moved to field – thereby lowering costs.
5: Dominate
OUR TRANSFORMATION SERVICES »
Customer Intimacy Engine™ Progress Evaluation Tool
assists in determining what next steps are crucial to moving your journey forward.
Leveraging New Product Ideas from Customer Intimacy Engine™ Clients
enhances the ability to bring new spot-on products to market.
Customer Intimacy Engine™ Organization Design Program
assures the organization is able to take final steps in moving to new model.
Support Organizations for a Customer Intimacy Engine™ Business Program
enables the support organizations to be effective in the new world.
Managing the Solution Business Program
assures that the metrics of this business are understood and leveraged throughout the business.
Join us on the journey »
Clients
THE WORLD'S LEADING COMPANIES TURN TO US ...
News
NEWS & EVENTS
March 16, 2011
McMann & Ransford Makes Customer Intimacy Executive Guide Available for Download. More »
March 7, 2011
McMann & Ransford Assists Marketing Arts with Customer Intimacy transformation. More »
Thought Leadership
IDEAS & INSIGHTS ON CUSTOMER INTIMACY
» The Customer Intimacy Journey: A Blueprint for Change
» Customer Intimacy Assessment: A Diagnostic
» The Sustainable Advantage: Shifting Mindsets and Business Models from Innovation to Customer Intimacy
» Customer Intimacy: Getting Buy-In & Making the Case for Change
» Service Chains: The Go-to-Market Strategy for Customer Intimacy
» Beyond Solution Selling: Customer Intimacy as a Path to True Solutions™
Clients Speak
McMann & Ransford has provided a clear framework for developing long-term opportunities and motivating a buyer to move to the next level. Utilizing the 'Service Chain' approach has affected my ability to not only build a relationship foundation from which to springboard to a larger, more strategic discussion, but has strengthened my confidence in positioning myself as an expert bringing value to the customer at every meeting"
Steve Griener, Sales Executive,
General Electric Healthcare
The business insights and wisdom McMann & Ransford brought to each project enabled us to achieve more and to achieve it more quickly. One insight in particular is still the primary framework we’re using for building our service offerings. They truly understand how to take ideas to market and to build a services business"
We were facing a tremendous amount of pressure to achieve our revenue results in a down economy. With the help of McMann & Ransford, we were able to revamp our go-to-market strategy at the organizational and individual level. The change in mindset McMann helped us drive truly created results that we wouldn't have been able to do on our own!“
Norman Schippers, Head of Hewitt Consulting
Our Professional Services organization designed and implemented a global business model change, to a 'Principal led" model whereby teams sell and deliver their projects. McMann & Ransford worked with us to design and conduct extensive training sessions for all key leaders worldwide, highlighting different roles, responsibilities, and skills needed. The training and the implementation were completed on time and were a big success”.
The Customer Intimacy Journal
Your information is not shared with anyone. Privacy.
Follow us on Twitter
twitter.com/deanmcmann