September 20th, 2021

Our Role as a Guide in Professional Services Client Management

Client Management does not “just happen”… it must be deliberate and proactive in order to be effective. For those of you reading this and our other blogs, by now you are likely not surprised by seeing and reading that statement. Professionals in our industry – whether you refer to it as Consulting, Advisory Services, Professional … Continue reading “Our Role as a Guide in Professional Services Client Management”

August 17th, 2021

Why Succession Planning Goes Wrong – and What to Do About It

Why Succession Planning Goes Wrong – and What to Do About It Introduction to the TOPS Model Our recent blogs have focused on the importance of talent, specifically in a professional services environment. In this blog, we take a wider lens approach to talent and talk about a pressing topic impacting companies of all sizes, … Continue reading “Why Succession Planning Goes Wrong – and What to Do About It”

August 2nd, 2021

Professional Services Talent – The Talent Pyramid

Professional Services (PS) organizations often do not leverage common functional or organizational structure to accomplish their mission. This means that direct-line reporting relationships between individual contributors and managers typically do not exist, instead it is a matrixed project-based structure. For embedding PS teams, this is different than most other groups within the organization and, therefore, … Continue reading “Professional Services Talent – The Talent Pyramid”

July 2nd, 2021

Characteristics of a Best-in-Class Delivery Leader

In this blog series about professional services talent, we have introduced two integral roles – the Account Lead role and the Delivery Leader role. Both roles are central to successfully delivering an engagement, therefore, identifying the right resources to play these roles can greatly impact client and project outcomes. Understanding the distinct characteristics and capabilities … Continue reading “Characteristics of a Best-in-Class Delivery Leader”

June 1st, 2021

The Impact of the Delivery Leader Role

In recent blogs, we have discussed the importance of clearly defined roles and responsibilities in driving success for Professional Services (PS) teams. Roles and responsibilities create clarity, foster accountability, and keep talent motivated toward fulfilling individual duties to deliver team outcomes. They enable teams to become “operationally ready” to execute a differentiated model. In our … Continue reading “The Impact of the Delivery Leader Role”

May 24th, 2021

Characteristics of a Best-In-Class Account Lead

In our recent blog post, we defined one of the most crucial – and most overlooked – roles: The Account Lead. As we discussed, the Account Lead owns the overall strategy and coordination of engaging the client; they establish and grow the client relationship at an executive level. Their role is extremely visible to the … Continue reading “Characteristics of a Best-In-Class Account Lead”

May 12th, 2021

The Impact of the Account Lead Role

As discussed in previous blogs, talent is a driving force of success in a Professional Services (PS) organization, whether embedded into a larger product organization or standalone.  Therefore, clearly defined roles and responsibilities for such high-value talent becomes critical.  In this blog, we will touch on a handful of key PS roles but focus on … Continue reading “The Impact of the Account Lead Role”

April 20th, 2021

Customer Intimacy Overview

In this Customer Intimacy Overview, M&R Partners, Mark Slotnik and Dean McMann, walk through the three primary business models – low cost, innovation, and customer intimacy. They discuss which lever can be used to create permanent differentiation and solve meaningful problems at the client.

April 15th, 2021

Professional Services Talent

A Professional Service (PS) group for a company can be viewed like the special forces in the military.  The special forces have a specialized and significantly different mission and therefore are organized, staffed, and deployed differently than the rest of the military. However, they must be integrated into the larger military’s actions to fulfill their … Continue reading “Professional Services Talent”

February 11th, 2021

Up Your Organization’s Annual Planning Game

Using Segmentation as a Measuring Stick How does your organization do annual planning or establish its targets and goals for the next year? Is it a top-down percentage growth with a target margin threshold? Is it business unit specific and bottom-up using this year’s run-rate, current account opportunities, recurring revenue projections, and more? Every organization … Continue reading “Up Your Organization’s Annual Planning Game”