August 1st, 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 to increase the size of … Continue reading “Growing the PS Business through Acquisitions”

July 2nd, 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 with players both above … Continue reading “Stakeholder Interaction Matrix”

June 11th, 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 has been ingrained in … Continue reading “What is a Solutions Portfolio, and Why Is it the Answer to Corporate Success?”

May 23rd, 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 increase, or improved customer … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes: Outcomes-Based Offers”

April 25th, 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 transformation.  We use the … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes: Clarify Objectives”

April 4th, 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 move their businesses forward and … Continue reading “Hardware as a Service to Drive Growth and Margin”

March 6th, 2019

Portfolio Perspectives

Often, companies organize their portfolios from an internal point of view based on their organizational structure – i.e., which part of the organization created, manages, or delivers on the offer. This can result in operating redundancies and inefficiencies, inability to tap into best practices across business units, and in extreme cases, even competition between business … Continue reading “Portfolio Perspectives”

March 4th, 2019

The Guide to Moving the Business from Capabilities to Outcomes

Setting the Stage It is a very tumultuous time in the B2B world.  Companies are having to challenge the status quo on how they do business.  Most companies built their business around a product line or small group of product lines.  As these product lines mature, companies undergo commoditization.  This often manifests as price pressure. … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes”

February 27th, 2019

The Role of PS from the Customer’s Perspective: Capability-Based vs. Outcome-Based

The difference between a capability-based Professional Services (PS) business and an outcomes-based business from a customer’s point of view is quite stark.  We have interviewed several hundred technology buyers over the last few years including software, hardware, high-tech and near-tech firms.  We have also been involved in designing hundreds of “Outcome Based Solutions”.  In this … Continue reading “The Role of PS from the Customer’s Perspective: Capability-Based vs. Outcome-Based”

January 16th, 2019

The Shift from Market Share to Share of Wallet – Professional Services’ Role

Many B2B companies are experiencing a shift in the way they view their markets and customers.  Historically, these organizations viewed their markets and customers through the lens of the ability to win market share for a suite of products.  Today, many of these organizations have refocused on or are beginning to pay greater attention to … Continue reading “The Shift from Market Share to Share of Wallet – Professional Services’ Role”