9780130353894

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How to build a winning professional services organization.

Companies worldwide are discovering outstanding growth opportunities in professional services-but building professional services organizations at "product-centric" firms can be extremely challenging. Now, three leading experts present a comprehensive guide to creating professional services organizations, managing them to maturity, and delivering both quality services and superior margins. Building Professional Services introduces a complete, practical framework for delivering the full spectrum of professional services-from support and education services to managed, consulting, and productized services.

• Managing the professional services business at every stage of its lifecycle
• Focusing on the key factors that drive success: revenue, references, and repeatability
• Responding to the unique challenges faced by professional services in product-based companies
• Aligning services with the rest of the organization
• Establishing effective metrics and business review processes
• The four phases of building a successful professional services organization
• Frameworks for organization, project delivery, solutions development, and operational infrastructure
• Customer engagement models and workflows

Drawing on their experience working with leading technology service providers, the authors cover every aspect of professional services: strategy, tactics, and operations. From financial models to customer relationships, Building Professional Services will help you transform the promise of services into a profitable reality.

"This book is a significant contribution and a practical guide to a fast-evolving frontier. With clearly expressed views and recommendations, it will stimulate both thought and action."

-David H. Maister, co-author of First Among Equals

"Extraordinary insight into the issues faced when building a professional services business unit at a product company."

-Kenneth Coleman, Sr.
Vice President of Silicon Graphics
and retired CEO of K&S Solutions

Harris Kern's Enterprise Computing Institute SeriesSolutions for IT Professionals.

Building Professional Services: The Sirens' Song: Search Results