Blog
Sales Says “Yes”, Delivery Says “No”: I Built an Outcome-Based Offer and it Failed
In my last post, I mentioned that despite years of talking about outcome-based offers, most teams are still stuck. There, "stuck" meant, we can't align on a definition, therefore we are all seeking a different outcome, and we can't get started. In this one, I take a...
Outcome-Based Professional Services: Here we are Again … (Why Most Teams Are Stuck)
Everyone in Professional Services has been told (repeatedly) that they need to move toward outcome-based offers. In fact – we’ve been talking about it for a long time (note – the date of blog post says 2019, but this was a repost from a blog originally posted in 2008...
2025 Was a Year of Change for Professional Services. 2026 Is the Year of Execution
In this blog post we will be taking a slightly different approach – rather than focusing on a framework, best practice, or way to think differently about the business, I will be trying to organize all my notes about what happened to our clients and contacts in 2025...
Services-Led Growth – How to Know When It’s Time for Change
Services-led growth has become a popular phrase lately. Not because it’s new (Services have been a growth lever for years), but because for many companies it has become a requirement for survival. What’s changed is simple: the risk of standing still finally outweighs...
The Convergence of Post-Sales in the Age of AI
For years, customers have wanted one thing: a single person they can rely on after the sale.Someone who helps them get the most out of the product — optimizing configurations, solving real business problems, connecting the right experts, and guiding them toward what’s...
Overcoming a 10% Revenue Gap Through Account Segmentation and Commercial Enablement
Facing a projected 10% revenue shortfall, a leading clinical services provider in the Health Plan market partnered with us to realign its commercial strategy—transforming how accounts were prioritized, managed, and grown, ultimately achieving its 2024 targets and...
The Managed Services Illusion: Discounted Hours vs. Outcomes
Professional Services (PS) leaders are being asked to do more than ever. Our 2025 Embedded PS Report found that 85% of organizations have experienced increased pressure to grow PS revenue in the past two years. This mandate is reshaping the role of PS: no longer just...
Enhancing Sales Effectiveness with the Activity-Based Sales Model
A healthcare technology provider adopted the Activity-Based Sales (ABS) model to boost growth in a competitive replacement market. Previously, new product launches showed promise, but were limited by lack of account engagement, market perception, and inconsistent...
The Death of T&M: The Inevitable Future of Pricing
Time-and-Materials (T&M) pricing is in systemic decline. Not because it’s inherently flawed, but because it’s increasingly misaligned with how Professional Services (PS) organizations, particularly those embedded in software and technology firms, are expected to...