Stock Image

The Art of Professional Services: A Guide to Integrating Services into Product Companies

Mary Ann Whiteman

1 ratings by Goodreads
ISBN 10: 0615286364 / ISBN 13: 9780615286365
Published by Milo Hill Press
Used Condition: VERY GOOD Hardcover
From OwlsBooks (Toledo, MD, U.S.A.)

AbeBooks Seller Since June 26, 2006

Quantity Available: 1

Buy Used
Price: US$ 15.31 Convert Currency
Shipping: US$ 0.00 Within U.S.A. Destination, Rates & Speeds
Add to basket

30 Day Return Policy

About this Item

Very Good copy, cover and pages show some wear from reading and storage. Binding may have light creases. Lots of life left in these pages. Bookseller Inventory # 2656432106

Ask Seller a Question

Bibliographic Details

Title: The Art of Professional Services: A Guide to...

Publisher: Milo Hill Press

Binding: Hardcover

Book Condition:VERY GOOD

About this title

Synopsis:

"You need sound business strategies, methods, and practices to successfully manage and grow a professional services organization in a product-centric company--and they are different from those of your product business."

Many high-tech companies would like to expand their offerings to include consulting services and product-service solutions.The Art of Professional Services presents the strategies and tactics for building a thriving professional services business.

Reviews
The Art of Professional Services is an invaluable roadmap for anyone involved in building a professional services organization in a product-centric company. Having worked with Mary Ann Whiteman during the start-up phase of Sun Microsystems' professional services organization, I can personally attest to her expert knowledge of the business.
-- Alfred Chuang, Founder, Chairman, and CEO, BEA Systems, Inc. (acquired by Oracle)

Finally--a book with good practical insight and advice on how to productize, market, sell, and deliver professional services. It is a must read for new professional services managers and anyone who interfaces with the PS organization.
-- Tracy Adduci-Laird, Senior Director, Product Management, Symantec Services Group, Symantec Corporation

Professional services is a complex business--particularly when it is part of a product company. Whiteman's book points out the common pitfalls when building a PS organization and provides proven strategies for business success. It is destined to become a classic for anyone transitioning from a product-related role to a professional services role.
-- Theresa Villatore-Silva, Group Marketing Manager, Sun Microsystems, Inc.

The challenges, strategies, and tactics revealed in The Art of Professional Services can be applied to consulting organizations in high-tech companies around the world. I applaud the book's highly systematic presentation, readability, and practical content.
-- Christine Clacey, Professional Services Resource Manager, Microsoft Corporation UK

From the Inside Flap
Product companies manufacture products, market products, and sell products with a business model and processes all designed to optimize a product business. When a product company decides to build a professional services business, it needs new strategies and new ways to mobilize talent, manage quality, and foster productivity. Product methods simply do not work.

The Art of Professional Services is the essential guide to understanding the unique nature of a professional services business within a high-tech product company. Drawing on her in-depth involvement in building and managing professional services organizations in high-tech companies, Mary Ann Whiteman guides you through all dimensions of the PS business--packaging, marketing, selling, and delivering services. In addition, she describes the best approaches to aligning with the corporate strategy, managing partner relationships, and other essential activities. While pointing out the differences between professional services and product businesses, Whiteman provides valuable counsel on how to capitalize on the marriage of the two and avoid the potential pitfalls common to a services organization in a product-centric company.

Product professionals making the transition to professional services will learn the fundamentals of the business. Seasoned PS managers can gain new insights and best practices to refine their services strategies and operational practices. Sales representatives, marketing managers, and other professionals throughout the company who know the product business come to appreciate and understand how to support the unique professional services business.

About the Author:

Mary Ann Whiteman, consultant, speaker, and writer, is an authority on professional services marketing for high-tech companies. Her career includes successfully launching and managing a professional services organization for Tandem Computers, and building a professional services marketing organization for Sun Microsystems. She has experienced firsthand the challenges that managers face when making the leap from products to services.

Today Mary Ann is president of Whiteman Consulting, a Silicon Valley-based consulting firm that assists product-centric companies to enhance their service marketing effectiveness and grow their professional services business. She holds an MBA from Santa Clara University and a bachelor's degree in mathematics from Douglass College at Rutgers University.

"About this title" may belong to another edition of this title.

Store Description

Return/Refund Policy: Items are eligible for refund for 30 days after the order’s estimated delivery date. If you are dissatisfied with your purchase due to error on our part or if an item does not arrive within the estimated delivery time frame provided at the time an order is place, please contact our customer service team for immediate resolution. We will accept items for return if the item is no longer needed for 15 days of the items arrival date.

Visit Seller's Storefront

Terms of Sale:

Items can be returned within 30 days of the estimated delivery date. All returns must be approved before an item is shipped back. Domestic returns generally take two weeks and International returns can take up to six weeks to be received and processed by our return center. In the event that an item is being returned due to an error on our part, a prepaid return label will be supplied via email upon request. If a return is not approved, there may be a delay with processing a refund. Tax ID: 87-07...

More Information
Shipping Terms:

Orders usually ship within 2 business days [M-F]. Unfortunately, as a bulk order shipper, we do not provide tracking for individual orders included in our bulk shipments. Items shipped via USPS Standard Mail should arrive within 4-14 business days [M-F]. Please note, as per USPS, depending on service location and/or high peak periods within the post office, deliveries can take up to 21 business days [M-F] to arrive. Should your order not arrive within 21 business days [M-F], please contact us promptly for resolution.

List this Seller's Books

Payment Methods
accepted by seller

Visa Mastercard American Express