Seriously Selling Services: How to Build a Profitable Services Business in Any Industry

Finding new, profitable streams of revenue is one of the prime objectives of almost every executive on the planet. But the choices are few, the challenges big, and the results often mixed. Savvy business leaders in all kinds of industries are discovering that selling services cannot only deliver new, profitable growth, but can simultaneously sell more products. Is it simple? No. Is it easy? Of course not. Is it worth the effort? Absolutely! Companies that are successful at selling services receive 25% to 55% of their total revenue from services at profit margins the same or better than product profit margins. Furthermore, these organizations are able to grow their services revenue 25% faster, at margins twice as high, as their competitors. Seriously Selling Services offers research-based, field-proven core and best practices, lessons learned, and benchmarks for building a successful services business. Alexander, a world-renown researcher, speaker, consultant, and best-selling author on the subject of services, brings to light the misconceptions that can stop serious initiatives before they get started and offers fresh insights on how to succeed in this lucrative and worthwhile endeavor. Regardless of the industry you re in, it s time to seriously sell services!

James A. Alexander, Ed.D, is the founder of Alexander Consulting, a management consultancy that helps product companies create and implement professional services strategies. He researches, publishes, trains, and speaks on the critical issues services leaders face. Jim has authored or co-authored over 80 articles, three white papers, five research reports, and three books and has taught at universities in the U.S., Europe, and Mexico. Jim was selected as the services pundit for IBM Global Services 2003 Headlights Program. Furthermore, he served as the U.S. Department of Commerce s e-business subject-matter expert for its Inter-American E-Business Fellowship Program. Finally, Jim is a trusted advisor and executive coach to many senior executives of leading services organizations, helping them navigate the journey from business-as-usual to business-as-exceptional.