Consultant Engagement is not Employee Engagement

March 21, 2019

One of the most requested topics for the Rethinking Professional Services webinar has been that of Consultant Skills Development. Today's blog is going to concentrate on one element of that topic...Consultant Engagement.

Sales and Professional Services: Why do they clash so needlessly?

March 07, 2019

In this week's Rethinking Professional Services (watch replay or register) we looked at how we can optimize professional services teams within software companies. This was such a broad topic that I won't try and summarize all of it, but instead focus on one key aspect. How do we define the role of professional services within software companies such that sales and professional services can thrive?

Selling Professional Services

February 25, 2019

As a part of our Rethinking Professional Services Webinar Series, we address how we sell services. Below is a blog summary of the webinar.

Selling is Hard & Professional Services is Hard

I spent far too much of my early professional services days ruining deals. I've never claimed to be good at selling when I first started. I had to learn it. My dad was a salesman and, like most kids, I didn't pay a lot of attention to what he was trying to tell me because he sold car parts and not computer games. The fact is, that I missed out on some pretty valuable stuff. Fast forward into my first 7 years in the service delivery business and I learned the hard way. You close deals or you die.

Rethinking Project Governance (and the PMO)

February 11, 2019

This week’s Rethinking Professional Services webinar (click for replay) was focused on Rethinking Project Governance which gave us a great opportunity to discuss many tactics for managing project portfolios, but in particular we discussed the very unique PS Principles’ tool we call the Proactive Alignment Review (PAR).

Rethinking the Statement of Work

January 28, 2019

On this week’s Rethinking Professional Services webinar series, we discussed rethinking the much-maligned Statement of Work. This document has served as a pain-point for professional services teams for decades. My opinion is that our lack of understanding of the intent of this document is a key reasons why projects find themselves in trouble.  My experience has been, that rewriting it with a different focus can led to greater project success and better customer references.

Project Consultant Dependency Theory

January 10, 2019

Can a customer get addicted to the presence of its paid consultants?

Taking the Risk out of the Risky Business of Professional Services

December 12, 2018

How should professional services organizations manage risk? In the second of his PS Insights podcasts, services industry guru Shane Anastasi discusses how to identify projects that are heading off track and the kinds of actions that can be taken to keep them in the black. Listen now!

Everybody Wants the A-Team

November 27, 2018

In researching the value of our corporate certification program, I spoke with senior professional services buyers to assess how they perceive the value of service provider during the sales cycle. I asked the question, "What do you want your service provider to prove to you?" One of the answer's given was, “I want them to prove that I am going to get the ‘A-Team’” This statement, in question form, is very difficult to answer during the sales cycle.  "Are we getting your A-Team on this project?" Many of us take extra care when answering this question because it is delicately loaded with powerful explosives. One errant comment while answering it might sink the deal completely. My own fear and apprehension about it seemed like a good enough reason to explore it further.

Building a Consultant Acquisition Strategy: Part II

October 30, 2018
Last week I posted Part I of this article and focused on the Consultant-Centric ideas relating to professional services culture. Here is Part II that takes many of the usual, best practice techniques, but details them in terms of professional services organizations .

Building a Consultant Acquisition Strategy

October 22, 2018

ARE YOU YOUR CONSULTANT'S KEEPER?