Matt Homann of “the [non] billable hour” blog nails the billable hour issue: “Ask your clients what they are buying from you. If they answer “time,†then by all means continue to sell it. If they answer something else (and it will be something else), learn to sell that instead.” Enough said.
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In last months newsletter I highlighted the importance of the client service experience for professional service firms – it’s arguably of equal or greater importance than your technical “experience” (unless your experience is particularly unique). A couple of recent items reinforce this message. First this article from accountingweb which runs through the reasons why clients [...]
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Booz Allen has just published an interesting article “The Matrix Reloaded – The Multi-Axis Organization as Key to Competitive Advantage” which looks at how Consumer Packaged Goods businesses should manage the matrix of geography, brand/category and function. A lot of the analysis in the article is I believe just as relevant to managing the matrix [...]
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