Insights

  • July 02, 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 ...
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  • June 01, 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 ...
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  • May 24, 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 ...
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  • May 12, 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 ...
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  • April 20, 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.
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  • April 15, 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 ...
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  • February 11, 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 ...
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  • November 20, 2020

    Three Signs that Suggest It is Time for a Portfolio Review

    As we have discussed in the first two blogs in our series, a solutions portfolio is the embodiment of a company’s where to play and how to act strategies that involves cross-business initiatives and investments. Because a portfolio is dynamic and multifaceted, companies often overlook key indicators that tell them ...
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