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Studies
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The State of Professional Services II: An Industry Comes of Age
Building off Alexander’s earlier foundational research, this study advances the knowledge of professional services firms that are a part of larger product companies by explaining the changes that have occurred, current trends, benchmarks, and performance-based best practices of high performers. Mature professional services organizations will gain the information they need to make comparisons and target high-potential areas of performance improvement. Executives leading the transition to professional services will learn the do’s and don’ts to smooth and speed their journey.
Content Highlights:
- Professional Services Strategy: The 4 Choices
- The 6 Success Levers: Performance Benchmarks & Core Practices
- Critical Differentiators: What Separates the Stars from the Rest of the Pack
- The Areas of Greatest Opportunity: Strategy, Marketing, and Selling
- Leading the Transition to Professional Services: Best and Worst Practices
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The State of S-Business: An International Study of Progress, Performance and Best Practices
The State of S-Business: Reinventing the Services Organization offers a focused, cohesive, and comprehensive approach through which decision makers in product, professional services, and support services organizations can embrace services as a strategic weapon.
The authors explain how companies can:
- Embrace a strategic services approach that can yield a seven-fold increase in revenue.
- Implement the 14 best practices of successful s-business companies that can yield 61% average gross margins and 30% growth rates.
- Select and implement one of the four strategies to greatness (Game Changer, Total Solutions Provider, Specialist, or Vendor).
- Assess their readiness for s-business transformational change.
- Follow a proven approach that transitions a company from “business-as-usual” to “business-as-exceptional.”
Anyone who has interest and responsibility for s-business creation in order to improve the performance, profitability, and market potential of his/her enterprise should read this book. This includes:
Senior-level executives responsible for organization strategy and tasked with contributing significant gains in shareholder value.
- Executives and managers responsible for implementing services and professional services initiatives in their organizations and tasked with contributing new and profitable revenue.
- Management consulting, technology consulting, and strategy firms.
- Organizational change agents.
- Services professionals from all industries.
- Sales, marketing, and business development managers, directors, and executives from products and services firms.
- Professors in graduate and undergraduate business programs.
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