Winning the Professional Services Sale
Winning the Professional Services Sale

Author: Michael W. McLaughlin

Publisher: John Wiley & Sons

Published: 2009-08-06

Total Pages: 225

ISBN-13: 0470522011

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An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Marketing High Profit Product/Service Solutions
Marketing High Profit Product/Service Solutions

Author: Roger More

Publisher: Routledge

Published: 2016-05-06

Total Pages: 209

ISBN-13: 1317100425

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Marketing High Profit Product/Service Solutions addresses one of the most exciting and growing strategic marketing opportunities facing product and service companies - ’bundling’. Many customers want bundled products and services which represent integrated solutions to their problems, rather than buying individual products and services piecemeal, and if you become that supplier it can transform a company. There are many outstanding examples: Magna International grew in several stages from a supplier of basic individual auto parts to a company manufacturing a product/service 'super-bundle'; ultimately sourcing and assembling the entire car itself. GE developed their business involving the supply of medical imaging machines to hospitals to become a 'super-bundler' of complete hospital radiological floor imaging operations planning, installation, and integration. IBM transformed their position as a supplier of individual hardware, software, and peripherals to companies into a product/service solution 'bundler' of increasing complexity, and finally into the 'super-bundle' of BPO (Business Process Outsourcing); representing an outsourced and complete integrated IT solution set for clients’ entire global operations. Roger More explores what was learned by these leading companies (amongst others) when they transformed their market strategies to become bundlers of complex integrated customer solutions. Over many years the author has developed and tested new concepts, maps and tools for use by a wide variety of managers in developing strategies for these bundled product/service solutions. His book now offers these maps and tools to all who invest in a copy.

Profit from Science
Profit from Science

Author: George Danner

Publisher: Springer

Published: 2016-05-02

Total Pages: 235

ISBN-13: 1137472855

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In Profit From Science , author George Danner presents solutions to the big problems that modern business face solutions that are grounded in logic and empiricism. This book instructs business leaders in how to add the discipline and technical precision of the scientific method to their strategic planning and decision making.

Purpose and Profit
Purpose and Profit

Author: George Serafeim

Publisher: HarperCollins Leadership

Published: 2022-08-09

Total Pages: 225

ISBN-13: 1400230365

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Are purpose and profit in conflict, or can both be achieved simultaneously with the right mindset and tools? What are the forces that are reshaping the relationship between the two? What can we all do to strengthen the relationship between purpose and profit as entrepreneurs, managers, employees, consumers, and investors? Backed by cutting-edge research, Purpose and Profit provides answers to these fundamental questions that are increasingly defining the business landscape all around the world. Distinguished Harvard Business School Professor George Serafeim takes readers on a research-driven journey to understand: How and why environmental and social issues are becoming increasingly relevant for organizations worldwide; The ways that companies can design and implement strategies that generate greater impact; The six archetypes of value creation enabled by these new trends; The role of investors in driving greater recognition of ESG issues; and How we can all look at the choices we make and careers we pursue in a way that maximizes purpose and profit in our own lives.

Profiting From Uncertainty
Profiting From Uncertainty

Author: Paul Schoemaker

Publisher: Simon and Schuster

Published: 2012-12-25

Total Pages: 329

ISBN-13: 0743234189

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What manager is not anxious about the future? We live in a white-knuckled age of rapid technological change and global instability. But uncertainty is not the enemy, says management expert Paul J. H. Schoemaker. It is where the greatest opportunities are. To unlock these opportunities, however, requires a very different approach to strategy and implementation. In this pioneering book, Dr. Schoemaker presents a systematic approach that combines concepts such as scenario planning, options thinking, and dynamic monitoring to create novel strategies for profiting from ambiguity. Building on his experience with more than one hundred consulting projects in fields ranging from health care to manufacturing, from utilities to financial services, Schoemaker shows how major corporations throughout the world have used his pathbreaking methodology to prepare for an uncertain future and profit from it. In this first comprehensive approach to the subject, Schoemaker shows the reader (1) how to develop and analyze multiple industry scenarios, (2) craft nimble strategies with just the right amount of flexibility, (3) implement them using an options approach, and (4) make real-time adjustments through dynamic monitoring. As a leading academic thinker and practitioner, the author draws on the frontiers of decision science, organization theory, strategy, and cognitive psychology to integrate the most practical contributions these various fields have made to navigating uncertainty. More than any other capability, skill in seizing initiatives in shifting, unpredictable circumstances is the key to success. Profiting from Uncertainty provides a road map to do just that. This book was first published in 2002, well ahead of the mega turmoil that befell the world in 2008 and beyond. The methods and tools described here have been used by many companies and are even more relevant today than when originally published. You can’t do without them.

Six Steps to Creating Profit
Six Steps to Creating Profit

Author: Patricia Sigmon

Publisher: Wiley

Published: 2010-04-26

Total Pages: 208

ISBN-13: 9780470554258

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An insightful look at how you can put net profit income at theforefront of your small to mid-sized business Enable you to make changes that will create a profitable,sustainable business future, Six Steps to Creating Profitauthoritatively shows you how to maximize profit for your small tomid-sized, privately-held, service-based business. Shows how to avoid the business model where all income isdevoured by expenses, leaving a valuation that would not render anymeasurable sales revenue if the business should be sold Discusses how to create a company where actual profitgeneration is one of the primary goals Provides the steps necessary to create "true" profit Features coverage of rules of operation, visibility in themarketplace, marketing, cash flow, and management costs Demonstrating how measuring the results of change is vital andpart of the ultimate, ongoing, profit-based solution, Six Stepsto Creating Profit reveals how the before and after of eachoperational area is as important to evaluate as the intended changeitself.

Rockstar Service, Rockstar Profits
Rockstar Service, Rockstar Profits

Author: David Brownlee

Publisher: Morgan James Publishing

Published: 2019-03-05

Total Pages: 170

ISBN-13: 1642792233

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RockStar Service, Rockstar Profits reveals a new, fast, easy way to increase revenues, grow a business, and create loyal customers for life. Imagine for a moment that your favorite artist, musician, group or rock star came into your office or called you today requesting your product or service. What would you say to them? What would you do to serve them? Now ask yourself: When was the last time I treated a customer or a client like a rock star? What would it do for your business if you treat every customer and client like a rock star? Rockstar Service, Rockstar Profits shows business owners, executives, customer service reps, and others a more effective way for their team to deliver world-class, rockstar customer service to their customers. Inside, business coach David Brownlee teaches how to build rapport in 60 seconds or less, create customized customer service strategies to implement immediately, and how to look at customers in a new light. Rockstar Service, Rockstar Profits reveals how to increase revenues, grow a business, and create raving fans—clients that will never leave.

Service that Sells!
Service that Sells!

Author: Jim Sullivan

Publisher: Pencom

Published: 1991

Total Pages: 0

ISBN-13: 9781879239005

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This is it. The bestselling book in food service history. Over the years it has been updated and, based on demand, kept printing. Today, hundreds of thousands of copies later, owners, managers, and operators are still using it for its "1,000 guaranteed ways to make your restaurant more profitable".

Grow the Pie
Grow the Pie

Author: Alex Edmans

Publisher: Cambridge University Press

Published: 2021-11-11

Total Pages: 541

ISBN-13: 1009062719

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Should companies be run for profit or purpose? This book shows how they can deliver both-based on rigorous evidence and an actionable framework. This edition, updated to include the pandemic and latest research, explains how managers, investors and citizens can put purpose into practice-and overcome the difficult trade-offs that hold them back.

Fit for Growth
Fit for Growth

Author: Vinay Couto

Publisher: John Wiley & Sons

Published: 2017-01-10

Total Pages: 296

ISBN-13: 1119268532

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A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States