Blog

  • 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 ...
    View More
  • 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 ...
    View More
  • 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 ...
    View More
  • 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 ...
    View More
  • September 26, 2019

    Embedded PS: How to Transition the Staffing Model for Greater Growth and Impact

    In our last blog, we discussed that while embedded Professional Services businesses are being asked to do more, solve more, and grow more, there are impediments to these corporate mandates. Embedded product-attached PS businesses often have diamond-shaped staffing models that primarily employ skilled and tenured SMEs. As a result, the ...
    View More
  • September 19, 2019

    PS Acquisition Model: Targeting Firms

    In the last blog in this series, we outlined a deliberate process to help Professional Services firms make the best business acquisitions based on their strategic, financial, and growth goals. Targeting potential acquisitions is the first step in the process. The objective of this phase is to create broad list of ...
    View More
  • September 12, 2019

    PS Acquisition Model: Process Overview

    Our recent blog explored some of the unique dynamics in acquiring Professional Services (PS) firms to expand the portfolio and enable an existing PS business to make a greater impact on the customer and the overall business. While the principles discussed apply to any growth-oriented PS business, they are particularly ...
    View More
  • September 05, 2019

    Elevating your Portfolio through XaaS

    Many clients ask us to help them re-engage their customers in a more meaningful way.  They successfully engineered, operationalized, and commercialized a set of products or services that created or met a market need and have enjoyed the success of growth, market share and the financial rewards that accompany both.  ...
    View More