by Kevin Lalor | Oct 18, 2013
Knowledge transfers play a significant role in service organizations. For example, knowledge has to be transferred from the salesperson to the delivery team, the senior manager to the staff associate, and the service professional to the customer. Not transferring...
by Kevin Lalor | Oct 17, 2013
The “4 P’s” have been a staple of marketing methodology for the past 50 years. However, in recent years, new research has shown that these may not be as effective as they once were. According to a Harvard Business Review article, the “4 P’s” cause “sales teams to...
by Kevin Lalor | Oct 16, 2013
Customer service is a core tenant for most professional services organization, particularly within the software industry. However, it is not always easy. At times, customers can be demanding, difficult to work with, and, on occasion, indecisive. To make it even more...
by Kevin Lalor | Oct 15, 2013
In the software industry, salespeople are the engine of growth. They are responsible to go out and find customers, show them the value of a product, and then convince them to sign a contract. It is safe to say that not all salespeople are on the same level. Some have...
by Kevin Lalor | Oct 14, 2013
There are three main parts to the general ledger; assets, liabilities, and owner’s equity. Within most businesses, the assets and their method of financing (debt versus equity) can be accounted for within these three categories. However, there are unusual items that...
by Kevin Lalor | Sep 19, 2013
This is the fourth post in our series on developing the business case for professional services management software. In our previous posts, we have shown how firms can quantify the value found within resource management software and process automation. In this post,...
