August 27th, 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 of the Service … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes: Service Chains”

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”

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”

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”

March 28th, 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: For most product-based companies, … Continue reading “Connecting Your Embedded PS Business to Your Strategy: Turning the Primary Revenue Gears to Drive Growth & Value”