"As with Alexander’s past studies, I have found this report very solid and full of relevant data that is helping me drive both change and improvement. This is one great piece of groundbreaking research!"

—James Cowie, Chief Services Officer, Blue Freeway

There is direct application of the contents of Transitioning Technical Experts into Trusted Advisors to anyone interested in generating profitable growth and enhancing customer loyalty through the interactions of their technical experts.

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Top managers in product companies will find value in learning:

• The revenue growth potential and the competitive advantage opportunity that technical experts bring to the business.
• A framework for tapping this potential.
• Mistakes to avoid.

Services leaders in product companies will discover:

• What their peers think about this important topic and their lessons learned through personal experiences.
• Key benchmarks, core and best practices.
• Recommendations that can be applied for immediate performance improvement in helping transition their technical personal into more trusted advisor roles.

Technical Experts will learn:

• The importance of expanding their capabilities and assuming a new role.
• The factors most important to their ongoing success.
• Specific recommendations to improve personal performance.

Researchers, academics, practitioners, or anyone tasked with improving the performance of organizations will benefit from having available:

• Foundational benchmarks.
• Core and best practices.
• Guidelines to successful transition technical experts into trusted advisors.

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Transitioning Technical Experts into Trusted Advisors consists of an introduction and six chapters. The first five chapters deal with five research questions asked of study participants who are service executives from major organizations with PSO operations in North America, Europe and Asia.

• Chapter 1 addresses the most important critical issues in leading and managing technical experts.
• Chapter 2 looks at management’s changing expectations of technical experts.
• Chapter 3 examines the metrics being used to track performance.
• Chapter 4 reveals management’s expectations of technical experts in developing business.
• Chapter 5 addresses the difference in trusted advisor behaviors between top technical experts versus average performer.
• Chapter 6 provides a findings summary complete with comments, lessons learned from research participants and recommendations on how to best transition technical experts into trusted advisors.

"Considering, today's customer-competitive environment, I could not think of any reason that a services executive would not want to incorporate the findings of this report into their go forward strategies. Long-term customer relationships are based on trust and will continue to be the stepping stone for all successful service companies."

—George J. Harris, President and CEO, GA Services, LLC

Available in the following formats:

• Trusted Advisor Study Single User - $250
• Trusted Advisor Study Multi-user - $995
• Trusted Advisor Study Hard Copy - $350

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"Alexander’s very important study gives services executives the direction they need for managing their talent plus the required information for transitioning old-style technical deployments into high-level, strategic engagements."

—Edward Marshall, VP Sales & Marketing, OpenAir, Inc.