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Author: Michael W. McLaughlin
Publisher: John Wiley & Sons
ISBN: 0470522011
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
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.
Author: Stephanie Ockerman
Publisher: Addison-Wesley Professional
ISBN: 0134841700
Category : Computers
Languages : en
Pages : 228
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Book Description
“Our job as Scrum professionals is to continually improve our ability to use Scrum to deliver products and services that help customers achieve valuable outcomes. This book will help you to improve your ability to apply Scrum.” –From the Foreword by Ken Schwaber, co-author of Scrum Mastering Professional Scrum is for anyone who wants to deliver increased value by using Scrum more effectively. Leading Scrum practitioners Stephanie Ockerman and Simon Reindl draw on years of Scrum training and coaching to help you return to first principles and apply Scrum with the professionalism required to achieve its transformative potential. The authors aim to help you focus on proven Scrum approaches for improving quality, getting and using fast feedback, and becoming more adaptable, instead of “going through the motions” and settling for only modest improvements. Whether you’re a Scrum Master, Development Team member, or Product Owner, you’ll find practical advice for facing challenges with transparency and courage, overcoming a wide array of common challenges, and continually improving your Scrum practice. Realistically assess your current Scrum practice, and identify areas for improvement Recognize what a great Scrum Team looks like and get there Focus on “Done”–not “sort-of-Done” or “almost-Done” Measure and optimize the value delivered by every Product Increment Improve the way you plan, develop, and grow Clear away wider organizational impediments to agility and professionalism Overcome common misconceptions that stand in the way of progress Register your book for convenient access to downloads, updates, and/or corrections as they become available. See inside book for details.
Author: Michael W. McLaughlin
Publisher: John Wiley & Sons
ISBN: 0470522011
Category : Business & Economics
Languages : en
Pages : 225
Get Book Here
Book Description
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.
Author: Thomas E. Lah
Publisher:
ISBN: 9780976718406
Category : Business planning
Languages : en
Pages : 0
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Book Description
Companies worldwide continue to seek new growth opportunities by establishing professional services to complement their current company portfolio. These professional service organizations are being chartered to secure high margin streams of revenue, improve customer satisfaction, and solidify customer loyalty. However, many of these companies have little experience building and managing a professional services organization. This lack of experience is creating incredible organizational pain. Not just product companies are struggling in their attempts to create profitable and effective professional service organizations. System integrators and value added resellers that must incorporate complicated technologies into their service offerings are struggling to scale service capabilities. Outsourcing and managed service providers that now want to provide consultative support are learning there are significant differences in these service lines. Many times, the current professional service strategy for these companies is simply not sustainable. Mastering Professional Services is the first book to guide acompany through the process of designing a viable services strategy that complements a broader company portfolio. From the author of Building Professional Services: The Siren's Song, this book continues the tradition of providing practical tools and techniques to manage professional services when it is not the core offering of the company.
Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471109658
Category : Business & Economics
Languages : en
Pages : 479
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Book Description
Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'
Author: Mihalis Tsoukalos
Publisher: Packt Publishing Ltd
ISBN: 1801073015
Category : Computers
Languages : en
Pages : 683
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Book Description
Master key features of Go, including advanced concepts like concurrency and working with JSON, to create and optimize real-world services, network servers, and clients Key FeaturesThis third edition of the bestselling guide to advanced Go programming has been overhauled and expanded to cover RESTful servers, the WebSocket protocol, and Go genericsUse real-world exercises to build high-performance network servers and powerful command line utilitiesPacked with practical examples and utilities to apply to your own development work and administrative tasksGet clear explanations about Go nuances and features to simplify Go developmentBook Description Mastering Go is the essential guide to putting Go to work on real production systems. This freshly updated third edition includes topics like creating RESTful servers and clients, understanding Go generics, and developing gRPC servers and clients. Mastering Go was written for programmers who want to explore the capabilities of Go in practice. As you work your way through the chapters, you'll gain confidence and a deep understanding of advanced Go concepts, including concurrency and the operation of the Go Garbage Collector, using Go with Docker, writing powerful command-line utilities, working with JavaScript Object Notation (JSON) data, and interacting with databases. You'll also improve your understanding of Go internals to optimize Go code and use data types and data structures in new and unexpected ways. This essential Go programming book will also take you through the nuances and idioms of Go with exercises and resources to fully embed your newly acquired knowledge. With the help of Mastering Go, you'll become an expert Go programmer by building Go systems and implementing advanced Go techniques in your projects. What you will learnUse Go in productionWrite reliable, high-performance concurrent codeManipulate data structures including slices, arrays, maps, and pointersDevelop reusable packages with reflection and interfacesBecome familiar with generics for effective Go programmingCreate concurrent RESTful servers, and build gRPC clients and serversDefine Go structures for working with JSON dataWho this book is for You'll need to know the basics of Go before you get started with this book, but beyond that, anyone can sink their teeth into it. It's written primarily for Go programmers who have a bit of experience with the language and want to become expert practitioners.
Author: John Care
Publisher: Artech House
ISBN: 1596933402
Category : Business & Economics
Languages : en
Pages : 360
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Book Description
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Author: Richard Newton
Publisher: Pearson Education
ISBN: 9780273730873
Category : Business & Economics
Languages : en
Pages : 324
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Book Description
Guide for professional management consultants showing how to develop skills and attributes for client-centric consulting.
Author: Michael J. Bible
Publisher: J. Ross Publishing
ISBN: 1604270667
Category : Business & Economics
Languages : en
Pages : 361
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Book Description
This unique text provides a holistic systems approach to project portfolio management which includes people, processes, tools, and techniques that work synergistically to produce portfolio decisions with the best chance of success. Accompanied by decision support software and advanced decision making techniques, it guides readers step-by-step through the entire project portfolio management process. This professional guide is also ideal for executive continuing education programs, and as a primary text for graduate level academic courses.
Author: John Care
Publisher: Artech House
ISBN: 1608077446
Category : Business & Economics
Languages : en
Pages : 407
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Book Description
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Author: Denise Bosler
Publisher: Bloomsbury Publishing
ISBN: 135041414X
Category : Design
Languages : en
Pages : 651
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Book Description
By breaking down the study of type into a systematic progression of relationships-letter, word, sentence, paragraph, page, and screen-award-winning graphic designer and professor of communication design Denise Bosler provides a unique and illuminating perspective on typography, for both print and digital media, and for designers of all skill levels. New to this edition: - New interviews from type designers and graphic designers, including Alex Slobzheninov, Lavinia Lascaris, Harkiran Kalsi, Adonis Durado, Janine Vangool, and Kiel Mutschelknaus - More coverage of recent typeface developments, including Open Type and Variable fonts, as well as kinetic typography, projection mapping, and generative type - Updated examples and imagery throughout the book to showcase the latest designs and innovations in typography Through instruction, interviews, and real-world inspiration, Mastering Type explores the power of each typographic element-both as it stands alone and as it works with other elements-to create successful design, to strengthen your skill set, and to inspire your next project.
