UPCOMING EVENTS

Support Account Management Workshop
with Dr. Jim Alexander
January 20-21, 2009
Orlando, FL
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Support Account Management Workshop
with Dr. Jim Alexander
February 11-12, 2009
London, England
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Selling Skills for Technical Talent Workshop
with Dr. Jim Alexander
March 11-12, 2009
Orlando, FL
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WEBINARS
Professional Services
Success Strategies
:

Everything You Need to Survive
AND Thrive

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Selling Skills for Technical Talent
with Dr. Jim Alexander
January 16, 2009
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Secrets of the Super Sellers
with Dr. Jim Alexander
February 13, 2009
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What Trusted Advisors Do that Others Don't
with Dr. Jim Alexander
March 20, 2009
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Getting, Growing and Keeping Top Talent
with Dr. Jim Alexander
April 17, 2009
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Lessons on Loyalty: Turning Customers into Champions
with Dr. Jim Alexander
May 15, 2009
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Building Professional Services: Take Your PSO to the Next Level
with Dr. Jim Alexander
June 19, 2009
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Five Fatal Flaws of Marketing Services
with Dr. Jim Alexander
July 17, 2009
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Professional Services Assessment

Take the guesswork out of your business by using industry benchmarks and best practices to focus your improvement efforts. Alexander Consulting assessments help services organizations gather, synthesize, and use information to drive positive change. Implementing our assessment findings will help you:

  • Increase productivity
  • Maximize financial performance
  • Achieve consistency
  • Create competitive advantage

Assessments include our PSO Standards Assessment (which can lead to certification if desired), a Trusted Advisor Assessment, a Sales Effectiveness Assessment, and custom assessments tailored to address your specific professional services issues.

PSO Standards Assessment

The Service Capability & Performance (SCP) Professional Service Standard is the definitive benchmark of service quality in the technology industry. Created by a consortium of leading technology companies in cooperation with Service Strategies Corporation, the SCP Professional Service Standard defines best practices for delivering professional services. The standard quantifies the effectiveness of professional service operations, establishes a foundation to build on existing quality processes and provides a clear focus on measurable results. The program provides the most stringent set of performance standards available and represents best practices for delivering professional services.

Achieving certification under the SCP Professional Service Standard requires comprehensive audits to confirm that companies meet the requirements of approximately one hundred business elements. Certified organizations must demonstrate their continued commitment to high performance standards through annual re-certification audits.

To learn more about the SCP Professional Service Standard and what it can do for your organization, download a brochure here, or contact us at 239-283-7400, info@alexanderstrategists.com

Trusted Advisor Assessment: the first set in developing trusted advisors.

For organizations offering complex services and solutions, no one has more impact on getting and keeping customers than the technical expert. Yet, although their specialized knowledge is highly prized, their potential value both to their customers and to their organization is often unrealized. What is needed is factual data about the existing capabilities of your technical talent, their realistic potential, and a systematic plan to improve performance. Not all people can achieve the status of trusted advisor, but all can increase their competencies to add more value to their customers and more value to your organization. The Technical Talent Assessment is the important cornerstone and building block of making that happen. For many organizations it is doubly important, as their expectations of their technical talent has changed dramatically over the past few years.

To learn more about the Trusted Advisor Assessment and what it can do for your organization, Contact us at 239-283-7400, info@alexanderstrategists.com. Click here to download a brochure.

Sales Effectiveness Assessment

Selling professional services is quite different from selling products — it requires new knowledge, skills and mind-sets, coupled with enhanced performance management systems and a selling process to support and reinforce new selling behaviors.

Many organizations that sell professional services are frustrated by their current services sales efforts, as services are either given away as part of a product sale or heavily discounted.

Ongoing professional services research conducted by Alexander Consulting supports this continuing problem.

So how do you get your arms around how your process and the sellers of professional services—product sales, services professionals, business developers and consultants—are performing against best services sales practices, when you need to determine whether you’re hitting the right targets or falling off a cliff? The answer is a professional services sales performance effectiveness audit.

To learn more about the Sales Effectiveness Assessment and what it can do for your organization, Contact us at 239-283-7400, info@alexanderstrategists.com. Click here to download a recent article.

Custom Assessments

Do you have special issues that you want addressed? Ask about our capabilities on your specific needs. We have delivered strong value on a host of issues ranging from organization readiness for services to pricing to voice of the customer research and so on.

To learn more about what our custom assessments can do for your organization, Contact us at 239-283-7400 or info@alexanderstrategists.com