December 11th, 2018

Freeing Yourself from the Hero Trap

Nearly every good story has a hero. They are made into role models. They protect others, save lives, or win big games. They carry others to victory and are idolized by those around them. Studies suggest that heroes in the traditional sense embody charisma, make bold moves, and attract attention. Often embedded Professional Services (PS) … Continue reading “Freeing Yourself from the Hero Trap”

November 15th, 2018

Professional Services’ Role in Increasing Time-to-Outcome of a New Product

As their current product market matures, many B2B companies look to broaden the product line and move toward offering more complete solutions. For example, a company might move from providing lighting for the operating room to improving operating room effectiveness through lights that slow bacterial growth. We have seen this move from products to solutions … Continue reading “Professional Services’ Role in Increasing Time-to-Outcome of a New Product”

November 13th, 2018

Top 9 Challenges Faced by PS Organizations

A story that has grown increasingly familiar – a product company, caught in the commoditization cycle, seeks a more attractive business model built around Professional Services. Embedded advisory services rose in popularity following the widely-publicized service transformation of IBM in the 90’s and Xerox in the early 2000s.  Now they have are a staple in … Continue reading “Top 9 Challenges Faced by PS Organizations”

October 23rd, 2018

Legitimizing Your Ability to Raise Your Prices

Every company wants to be able to charge more for their products and services. Today, with access to information at everyone’s fingertips, it has become more apparent that some organizations are able to charge more for the exact same product.  This is evident when comparing pricing for generic vs. brand name groceries, pharmaceuticals, etc. But … Continue reading “Legitimizing Your Ability to Raise Your Prices”

October 4th, 2018

Common Portfolio Challenges for PS Organizations

Too often, companies misdiagnose or have a hard time identifying the root causes of their biggest challenges, therefore their efforts to address these symptoms are either ineffective or too involved.  After more than 20 years spent working with some of the world’s largest and most complex PS firms, we find that many organizational symptoms are … Continue reading “Common Portfolio Challenges for PS Organizations”

July 26th, 2018

Renewable Differentiation

Commoditization of products and services is occurring more quickly today than ever before, and nobody is feeling the pressure more than businesses that generate the majority of their revenue by selling into other organizations, otherwise known as Business to Business (B2B) firms. Commoditization occurs when products and services become indistinguishable from, or inferior to, the … Continue reading “Renewable Differentiation”

July 19th, 2018

Healthcare Case Studies

Renewable Differentiation allows companies to work above the Safety Line as an advisor, a solver of pressing customer issues, and to pull through the commoditized portion of customers’ portfolios. The following synopses describe how we have helped healthcare clients drive Renewable Differentiation to combat commoditization and power financial results. Access the Healthcare Case Studies Written … Continue reading “Healthcare Case Studies”

May 30th, 2018

Account Management Introductory Blog

This is the first blog in a series on the topic of Account Management. You may be wondering, “Why a series of blogs?”. The answer to this question is simple: Account Management is seemingly a straightforward topic yet time and again, we see Account Management being a misunderstood and/or sub-optimized business function. It is perhaps … Continue reading “Account Management Introductory Blog”

May 17th, 2018

Unlocking the Value of an Embedded Professional Services Firm

As we work with embedded Professional Services (PS) organizations seeking to better play their strategic role in differentiation, pull-through, intimacy, and growth for the entire company, many wrestle with how to meet their near-term financial commitments to the business while transforming to this more impactful, strategic role.  For most organizations, both goals are important, but … Continue reading “Unlocking the Value of an Embedded Professional Services Firm”

April 9th, 2018

How to Deliver World-Class B2B Customer Experience

  B2B companies often struggle to deliver outstanding customer experience (CX). In a B2B environment, customer interactions are typically complex: fragmented across participants with dispersed decision-making and no unified visibility of the customer’s needs. Fostering intimacy and driving customer satisfaction requires companies to focus on the customer’s end-to-end journey. Elevating the CX can be challenging, … Continue reading “How to Deliver World-Class B2B Customer Experience”