Blog

  • August 27, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Service Chains

      Service ChainsSM (a tool set created by McMann & Ransford) were created to carry much of the effort to sell and deliver outcome-based offers to clients.  Service ChainsSM  place, in one integrated toolkit, all items necessary to: Let’s expand on a few of these ideas to assist in understanding the power ...
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  • August 15, 2019

    Embedded PS: Transitioning the Staffing Model for Greater Growth and Impact

    In previous blogs, we have discussed the rising demands of PS businesses embedded in large companies. They are being asked to do more, solve more client problems, and provide material growth. When optimized, PS can drive differentiation and intimacy for the greater business. However, there are two primary challenges that ...
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  • August 01, 2019

    Growing the PS Business through Acquisitions

    This blog series deals with growing a Professional Services (PS) business through acquisition.  It will specifically walk you through how to use acquisitions to expand your portfolio of offers and/or get to critical mass in a multi-offer PS business.  This blog does not discuss using acquisitions to merely obtain staff ...
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  • July 02, 2019

    Stakeholder Interaction Matrix

    How to Build a Client Communication Plan When working in a project-based environment, your client stakeholders hold the keys to success. Key stakeholders set the direction and tone for the organization. Therefore, ensuring they understand and are bought into the vision should be a continuous effort focused on building lasting relationships ...
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  • June 11, 2019

    What is a Solutions Portfolio, and Why Is it the Answer to Corporate Success?

    When I Say Portfolio… When many people think of Portfolio, one of the first examples that comes to mind is a Financial Portfolio, a summary of someone’s financial assets (stocks, bonds, mutual funds, etc.).  It makes sense as to why that is the case – this notion of a Financial Portfolio ...
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  • May 23, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Outcomes-Based Offers

      One of the first steps in becoming an outcomes-based Professional Service (PS) business is to have at least one outcomes-based offer that drives customer change and results.  These offers can range from enhancing the use of a product to a higher-level business outcome – lower costs, improved market presence, revenue ...
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  • April 25, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Clarify Objectives

    Make Sure They’re In This With You As we covered in “Setting the Stage,” innovation no longer drives success. Therefore, B2B companies are changing their business models to become more entangled with their key customers, and savvy companies are looking for Professional Services (PS) to play a pivotal role in that ...
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  • April 04, 2019

    Hardware as a Service to Drive Growth and Margin

    There are several fundamental changes going on in the B2B world today.  Established B2B companies are feeling both the real pinch of commoditization and the natural market pressures of competitors that are disrupting markets and driving significant valuations. In response, companies are trying to determine where they can go to ...
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