As we work with embedded Professional Services (PS) organizations seeking to better play their strategic role in differentiation, pull-through, intimacy, and growth for the entire company, many wrestle with how to meet their near-term financial commitments to the business while transforming to this more impactful, strategic role. For most organizations, both goals are important, but … Continue reading “Unlocking the Value of an Embedded Professional Services Firm”
Unlocking the Value of an Embedded Professional Services Firm
Evaluating Ideas: Criteria to Foster Customer Intimacy
When developing Service Chains™ it is important to evaluate their business value and your ability to implement them in the market. At McMann & Ransford, we recommend tracking the following criteria to help foster customer intimacy:
Leading with Ideas: The Key to Customer Intimacy
Let’s take some time and discuss the power of ideas and their importance as the central component of a True Solutions™. Good ideas facilitate the road to true customer intimacy.
A solution is the embodiment of an idea – and how the idea can be realized. The idea is the kernel of the change in the relationship from pushing products and discussing business opportunities. Often conversations that are supposed to be about solutions are really about how to better use our products and get more bang for the buck in our relationship; these are valuable issues but not True Solutions™ discussions.
Marketing & Customer Intimacy
In the simplest sense, marketing has a direct role in market strategy, participation strategy, and enabling the success. Because of their unique role and perspective on the business, marketing owns or is heavily involved in the strategy of the business, and often drives the decision-making process of how to address commoditization issues.
Developing True Solutions – Not Product Development
Typically in the Form phase of the Customer Intimacy Journey, you will develop the initial True Solutions™ sets and take them to market. Like product development, a framework and process exists to define, develop and take your Solutions to market in a deliberate and defined manner. This building block is key to your Intimacy Engine™ success, so it is important to recognize early on what is different about developing True Solutions™ compared to typical product development.
So what is different?
Beyond Solution Selling: Customer Intimacy as a Path to True Solutions
During the first stage of the Customer Intimacy Journey it is important to create and deliver solutions that have a visible impact with your clients.
As you know, terms like “solutions” and “customer intimacy” are overused in the management consulting industry, and I believe often mean too little. In this blog, we’ll try to distinguish our thoughts with not-so-clever use of the terms True Solutions™ and Intimacy Engine™. I want to talk about what True Solutions™ are and how it is crucial to the building of the Intimacy Engine™ business model.
Keeping Momentum: The Customer Intimacy Transformation Challenge
Anything worth doing is, by definition, challenging and requires fortitude. How do you keep the organization focused and maintain the momentum?
Let’s keep in mind that companies have difficulty focusing for long periods of time and (like children) want immediate gratification. Therefore you and those who are like minded must be responsible for getting them on the journey and keeping them on the path.
Issues Building New Practices in a Customer Intimacy Business
We work with many new practices that include: people from our clients’ legacy businesses; consultants with vertical expertise that are recent hires; and other new hires that might sell solutions. While they each have been successful in their own careers and think they know how to build customer intimacy, in practice it is often a challenge to get the group to work together effectively.
Customer Intimacy Incubation: Organizational Issues
As we mentioned earlier there will be natural forces within the company that will work against its success – normal, but they can be destructive, as we see in many public cases of organizational transformation attempts.
Internecine warfare is a common reaction when you set about changing your business model. It’s not simply a go-to-market adjustment. When building a customer intimacy business model, their are several unique attributes that cannot, and must not, be compromised:
The Sustainable Advantage: Shifting Mindsets and Business Models from Innovation to Customer Intimacy
What’s wrong with driving your business using the historic S-curve (innovation) model? The innovation model has virtually dominated all literature, organization design, sales training, and investment strategies since the world economic boom following World War II. This is the common and erroneous management belief that we can continue to grow our business by improving current … Continue reading “The Sustainable Advantage: Shifting Mindsets and Business Models from Innovation to Customer Intimacy”