Insights

  • March 28, 2018

    Connecting Your Embedded PS Business to Your Strategy: Turning the Primary Revenue Gears to Drive Growth & Value

    Many corporations have added Professional Services (PS) to their businesses to drive greater customer intimacy and differentiation.  But, how do ensure you’re maximizing the benefits? If you’re looking to unlock greater opportunity provided by your PS business, consider the following questions: What is the role of PS in your overall strategy: ...
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  • March 19, 2018

    The Chief Commercial Officer as a Differentiator

    Growth, through sales, is consistently one of the top goals of every for-profit business or organization.   Other goals such as quality, customer and employee satisfaction, research and other investment, cash flow, and capital deployment are also important depending on the industry and customer expectations. However, many of these goals are ...
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  • March 07, 2018

    Service Chains – The Manage Phase

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . The Manage Phase is the last phase of a Service Chain in which the client agrees to and pays for an on-going pre-determined role for you that is integral to full ...
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  • February 22, 2018

    Customer Intimacy Overview Video

    Products and Services Inevitably Commoditize. Companies Don’t Have To. Dean McMann, Founding Partner of McMann & Ransford, discusses the importance of Customer Intimacy.
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  • February 07, 2018

    Service Chains – The Implement Phase

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . After the Proof Project, the next step in a Service ChainSM is the Implement Phase, Project, or Projects. The Implement Phase is the portion of a Service ChainSM in which the ...
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  • February 02, 2018

    Typical Corrective Actions by Sales Leaders

    “The Challenge of Meeting Sales Goals” introduces a high-level discussion about why so many B2B companies struggle to meet revenue targets, highlighting how poor planning and poor execution impact sales performance. This blog will explore some typical actions that a sales leader might take to address either missing sales goals ...
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  • January 20, 2018

    Service Chains – Proof Projects

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Moving through the steps of a Service ChainSM, after the Entry Project comes the Proof Project.  The Proof Project is the step in a Service ChainSM designed to provide proof of ...
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  • December 30, 2017

    The Challenge of Meeting Sales Goals

    Sales, one of the most important functions of any company, is becoming increasingly complex and difficult as customers become more savvy and knowledgeable. The shift in customer power is impacting both B2B and B2C companies. Both types of businesses call for very specific sales organizations to sell to their potential ...
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