PS Business Optimization: Driving Success Throughout the Organization:
As services professionals, we all spend considerable time thinking about our clients’ businesses and managing the tactical activities of our own organizations – often leaving little time for the critical strategic considerations around our own PS business model. This white paper is designed to help you systematically address the questions most central to your success.
PS Business Optimization II: Business Operations Team – the Plumbing of a Strong PSO:
In the white paper, PS Business Optimization: Driving Success Throughout the Organization, we mapped out the framework necessary to drive success within PS. Implemented correctly, the framework provides the foundation necessary to ensure an optimized PSO that moves from maintenance of the status quo to strategic expansion and growth. This white paper expands on just describing the framework needed to be successful to discuss how a Business Operations focus is essential to implement and enable the framework for a successful PSO organization.
Professional Services Forecasting:
Each year, services leaders are tasked with forecasting Professional Services revenues for the upcoming year – an exercise that is often easier said, than done. To help you address this challenge, this paper will outline a practical, five-step approach to creating a more predictive, accurate, and actionable annual forecast, including the methods, processes, infrastructure, and tools required to optimize delivery and make your numbers.
Is Everybody Selling?:
As technology companies look to make services a more strategic part of the corporate strategy (and an increasing portion of the company’s revenues), relying on a product sales force to sell a broader range of services has proven a significant obstacle to revenue growth. This complimentary paper provides Professional Services leaders with insights for overcoming selling challenges by employing the practices associated with ‘everybody is selling.’
TurboCharge Your Portfolio with Packaged Services – A Fundamental Building Block for Resource and Quality Management:
Services packaging is a very important building block for running an efficient and effective services operation in a technology company. Companies selling packaged services find they are growing faster and more profitably, while simplifying the job of resource management and delivering better quality. Power up your portfolio with packaged services! Download your complimentary copy of the white paper and learn more about the benefits of packaged services for your portfolio.
Creating a Value Dividend through Repeatable Service Delivery:
This complimentary paper details how defining standard service offers for proven delivery capabilities will allow your organization to maximize the potential margin and value of your services.
Smart Selling – Small Things Can Have a Big Impact on Organizational Profitability:
Learn about the smaller things that should be considered in the sales process that do not reveal themselves in the project economics, but impact the overall organization profitability.
A-Player Syndrome:
One of the most common challenges facing Professional Services Organizations today is perpetually staffing successful project teams – or simply put – getting the right person in the right place at the right time. Learn how a handful of experts are killing your profits and what you can do to fix it.
We Already Have a Process – Why Doesn’t it Work?:
In this white paper, CEO Randy Mysliviec shares proven strategies for aligning key processes with your PSA and other tools to drive greater adoption and achieve maximum value from your process investment.
How to Implement Practical Metrics For Breakthrough Results:
Much has been written about killer KPIs, various ways to measure utilization and gross margin, benchmarks and more regarding metrics related to the needs of the PS operator. Receiving scant attention is the question of how to actually implement the metrics and make them work as intended? This white paper is devoted to the ‘how’ of effectively implementing metrics and governance systems.
Heroic Delivery: The Hallmark (and Death March) of Most PS Organizations:
This complimentary white paper provides a guide to building a scalable Professional Services organization and avoiding burnout of your best people.
PS Execs: Stop Fighting Fires – Start Staffing Teams:
This paper provides practical advice on how to effectively staff the right people and teams for effective project execution.
Professional Services from the Cloud: Beware of the Trade-offs:
While many professional services staff members enjoy the reduced frequent flyer miles and additional stress of implementing solutions in disparate client environments, PSO leaders should be mindful of some new management and operational challenges this model presents. Download this complimentary white paper and learn about some of the potential pitfalls the Cloud delivery model presents for PSOs and remedies for dealing with them.
Value Realization Effectiveness: Accelerating Technology Adoption to Bridge the Client Gap:
Today’s increasingly complex technology solutions are making it more difficult for customers to adopt all of the available features and functionality and achieve maximum value from their investments. This complimentary paper reveals the four key steps to moving beyond product implementations and support to become truly valued advisors.
Selling Value Add: Improving Services Sales Strategy and Execution:
As services increasingly becomes a bigger portion of the revenue mix for technology companies, effectively positioning and selling services becomes a more critical skillset for the PSO and its personnel to master. This paper details four critical things every PS executive should be focused on for themselves and their organization.
Margin Magic! A Logical and Disciplined Approach to Getting Control Over Pricing:
Focusing on how to improve the often under-developed discipline of pricing in professional services operations, this complimentary white paper examines and presents ideas on how to get control over pricing execution, enabling your operation to realize your pricing strategy and related margin objectives.