Blog

  • February 14, 2020

    Co-Sourcing for Professional Services

    Often the road to building a new, more consultative offer or capability in a captive PS business is a significant stretch for the current business processes, methods, and frankly, the talent. Also, sometimes building a captive PS business from scratch – at least one that is to accomplish more than ...
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  • February 06, 2020

    Employees’ Experience Effect on the Ability to Attract Quality Talent

    Part 1 – Reputation Overrides Branding There is no disputing the fact that an organization’s employees are key to the success of any company, regardless of the industry.  This means that attracting quality talent and branding yourself as a great employer are always high priorities.  For the majority of organizations, employer ...
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  • January 30, 2020

    Solution Development: Introduction

    As we have discussed in other blogs, Solutions are a critical element in winning in a market segment by addressing the challenges and opportunities for clients in that segment.  Building and taking solutions to market is one of the most impactful business activities – therefore, it requires a deliberate and ...
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  • January 23, 2020

    Market/Customer Back Portfolio Approach to Maximizing Value and Outcomes: Part 2

    As discussed in our previous blog, most companies agree that a Portfolio plays a strategic role, yet we consistently see organizations use portfolio as a catch-all at the end result of market sizing and R&D. Oftentimes, organizations fall prey to a “Typical State” portfolio that acts as a broad offer/sales ...
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  • December 10, 2019

    Leveraging Services to Swallow the Fish

    Anyone considering the move to Hardware as a Service (HaaS) understands the necessary transition period where they are exchanging product revenue – usually recognized immediately – to longer contract revenue – recognized over the life of the agreement. While in future blogs, we will discuss the changes that must accompany ...
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  • November 20, 2019

    Market/Customer Back Portfolio Approach to Maximizing Customer Value and Outcomes: Introduction

    As we have discussed in other blogs, portfolio serves as the linkage between your organization and the value and outcomes you provide to your client. Looking at the critical functions to winning in a market segment, Portfolio defines your “Where to Play” or “Where to Act” strategy, effectively: • Providing specificity ...
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  • November 07, 2019

    PS Acquisition Model: Evaluating Firms

    In prior blogs in this series, we outlined a deliberate process to help Professional Services (PS) firms make the best business acquisitions based on their strategic, financial, and growth goals. We detailed the Targeting stage, where businesses create a broad list of acquisition targets and narrow it to a list ...
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  • November 04, 2019

    The Looming Transformation: TSW 19 Takeaways

    I just returned from another great TSW conference focused on the long transformations that many companies are currently undergoing.  In the below post, I share a few of the key themes from the conference and insights surrounding what much of the TSIA membership base is going through. We can agree ...
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