Insights

  • May 17, 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, ...
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  • May 09, 2018

    Getting Strategic Alliances Right – Capitalizing on a Collaborative Advantage

    Roughly 70% of all strategic alliances fail.  For most companies, the concept of a strategic alliance makes sense and seems simple, so why do they consistently get it wrong? While partnership may sound straightforward, companies often commit four mistakes in selecting and executing alliances: They choose the wrong partners with misaligned ...
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  • May 02, 2018

    No More “WAGMs” – Driving Results with Idea Selling

    In 18 years of commercial experience both as a consulting leader and sales executive, the typical response to “how did it go?” is “We had a good meeting.”  Early in my career, I thought this was good news: we gave a great presentation or demo, everyone was engaged, they asked ...
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  • May 02, 2018

    Talent Development & Customer Intimacy

    Talent Development & Customer Intimacy As I stated in my last post, talent is always important and is one of the key drivers of True Intimacy™. Your people will constantly be generating new Ideas, then taking those Ideas to your customers and delivering on the promises made. In addition, these teams ...
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  • May 02, 2018

    The Talent Imperative

    The Talent Imperative: Why People Make the Difference in Customer Intimacy Business Model Transformations Talent is always important and is one of the key drivers of the True Intimacy. In an intimacy-based business, it is even more important – particularly when many of the skills are new. The skills required to sell ...
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  • April 18, 2018

    Tackling Account Issues Video

        Products and Services Inevitably Commoditize. Companies Don’t Have To. Dean McMann and Mark Slotnik share how to manage account issues to build the relationship with the customer and enhance the overall customer experience.
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  • April 09, 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 ...
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  • March 28, 2018

    Connecting Your Embedded PS Business to Your Strategy: Turning the Primary Revenue Gears to Drive Growth & Value

    Many corporations have added Professional Services (PS) to their businesses to drive greater customer intimacy and differentiation.  But, how do ensure you’re maximizing the benefits? If you’re looking to unlock greater opportunity provided by your PS business, consider the following questions: What is the role of PS in your overall strategy: ...
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