The State of Professional Services II: An Industry Comes of Age
Building off Alexander’s earlier foundational research, this study advances the knowledge of professional services firms that are a part of larger product companies by explaining the changes that have occurred, current trends, benchmarks, and performance-based best practices of high performers. Mature professional services organizations will gain the information they need to make comparisons and target high-potential areas of performance improvement. Executives leading the transition to professional services will learn the do’s and don’ts to smooth and speed their journey.
Content Highlights:
Professional Services Strategy: The 4 Choices
The 6 Success Levers: Performance Benchmarks & Core Practices
Critical Differentiators: What Separates the Stars from the Rest of the Pack
The Areas of Greatest Opportunity: Strategy, Marketing, and Selling
Leading the Transition to Professional Services: Best and Worst Practices
The State of S-Business: An International Study of Progress, Performance and Best Practices
The State of S-Business: Reinventing the Services Organization offers a focused, cohesive, and comprehensive approach through which decision makers in product, professional services, and support services organizations can embrace services as a strategic weapon.
The authors explain how companies can:
Embrace a strategic services approach that can yield a seven-fold increase in revenue.
Implement the 14 best practices of successful s-business companies that can yield 61% average gross margins and 30% growth rates.
Select and implement one of the four strategies to greatness (Game Changer, Total Solutions Provider, Specialist, or Vendor).
Assess their readiness for s-business transformational change.
Follow a proven approach that transitions a company from “business-as-usual” to “business-as-exceptional.”
Anyone who has interest and responsibility for s-business creation in order to improve the performance, profitability, and market potential of his/her enterprise should read this book. This includes:
Senior-level executives responsible for organization strategy and tasked with contributing significant gains in shareholder value.
Executives and managers responsible for implementing services and professional services initiatives in their organizations and tasked with contributing new and profitable revenue.
Management consulting, technology consulting, and strategy firms.
Organizational change agents.
Services professionals from all industries.
Sales, marketing, and business development managers, directors, and executives from products and services firms.
Professors in graduate and undergraduate business programs.
