• November 04, 2019

    The Looming Transformation: TSW 19 Takeaways

    I just returned from another great TSW conference focused on the long transformations that many companies are currently undergoing.  In the below post, I share a few of the key themes from the conference and insights surrounding what much of the TSIA membership base is going through. We can agree ...
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  • September 26, 2019

    Embedded PS: How to Transition the Staffing Model for Greater Growth and Impact

    In our last blog, we discussed that while embedded Professional Services businesses are being asked to do more, solve more, and grow more, there are impediments to these corporate mandates. Embedded product-attached PS businesses often have diamond-shaped staffing models that primarily employ skilled and tenured SMEs. As a result, the ...
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  • September 19, 2019

    PS Acquisition Model: Targeting Firms

    In the last blog in this series, we outlined a deliberate process to help Professional Services firms make the best business acquisitions based on their strategic, financial, and growth goals. Targeting potential acquisitions is the first step in the process. The objective of this phase is to create broad list of ...
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  • September 12, 2019

    PS Acquisition Model: Process Overview

    Our recent blog explored some of the unique dynamics in acquiring Professional Services (PS) firms to expand the portfolio and enable an existing PS business to make a greater impact on the customer and the overall business. While the principles discussed apply to any growth-oriented PS business, they are particularly ...
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  • September 05, 2019

    Elevating your Portfolio through XaaS

    Many clients ask us to help them re-engage their customers in a more meaningful way.  They successfully engineered, operationalized, and commercialized a set of products or services that created or met a market need and have enjoyed the success of growth, market share and the financial rewards that accompany both.  ...
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  • August 27, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Service Chains

      Service ChainsSM (a tool set created by McMann & Ransford) were created to carry much of the effort to sell and deliver outcome-based offers to clients.  Service ChainsSM  place, in one integrated toolkit, all items necessary to: Let’s expand on a few of these ideas to assist in understanding the power ...
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  • August 15, 2019

    Embedded PS: Transitioning the Staffing Model for Greater Growth and Impact

    In previous blogs, we have discussed the rising demands of PS businesses embedded in large companies. They are being asked to do more, solve more client problems, and provide material growth. When optimized, PS can drive differentiation and intimacy for the greater business. However, there are two primary challenges that ...
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  • August 01, 2019

    Growing the PS Business through Acquisitions

    This blog series deals with growing a Professional Services (PS) business through acquisition.  It will specifically walk you through how to use acquisitions to expand your portfolio of offers and/or get to critical mass in a multi-offer PS business.  This blog does not discuss using acquisitions to merely obtain staff ...
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