Building Professional Services: The Sirens' Song / Edition 1

Building Professional Services: The Sirens' Song / Edition 1

by Thomas E. Lah, Harris Kern, Steve O'Connor, Mitch Peterson
     
 

Building Professional Services is the first comprehensive guide to creating professional services organizations, managing them to maturity, and delivering both quality services and superior margins. It covers strategy, tactics, and operations; identifies key success factors; and offers expert guidance on professional services in "product-centric" companies.

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Overview

Building Professional Services is the first comprehensive guide to creating professional services organizations, managing them to maturity, and delivering both quality services and superior margins. It covers strategy, tactics, and operations; identifies key success factors; and offers expert guidance on professional services in "product-centric" companies. Coverage includes planning, metrics, solutions development, organization, project delivery, infrastructure, and more.

Product Details

ISBN-13:
9780130353894
Publisher:
Prentice Hall
Publication date:
06/12/2002
Series:
Harris Kern's Enterprise Computing Institute Series
Edition description:
New Edition
Pages:
384
Product dimensions:
7.28(w) x 9.60(h) x 0.97(d)

Table of Contents

Introduction: Why Product Companies Jump In1
Ch. 1Mapping the Voyage13
Ch. 2Setting the Parameters21
Ch. 3Levers for Profitability39
Ch. 4Organizational Overview51
Ch. 5Selling61
Ch. 6Delivering89
Ch. 7Productizing113
Ch. 8Promoting145
Ch. 9Operational Infrastructure167
Ch. 10Putting It All Together193
Ch. 11Customer Engagement Workflow215
Ch. 12Four Phases of Building PS231
Ch. 13Unique Issues267
Ch. 14Summary of Key Concepts287
App. AEvaluating Your Service Vendors301
App. BKey Financial Models307
App. CPS Business Review311
App. DSample Project Review321
App. ESolution Portfolio Management331
App. FCustomer Request and Qualification Form339
Glossary of Terms343
Selected Bibliography350
Index351

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