More and more traditional professional services firms are turning to "productization" as a strategy to grow, improve valuations, and to fend off new digital-first competitors. However, many of them will fail and waste a lot of money in the process. Productize first outlines the "Seven Deadly Productization Mistakes" made when pursuing a product strategy, then provides the blueprint for overcoming each of these missteps. It is designed to be a practical playbook for any leader of a professi...

Commercialize, a follow-on book to Productize, explores why commercializing new services and product concepts is the most significant stall point when B2B services organizations productize their offerings - and shows you how to successfully package, market, and sell your offerings to grow revenue.What makes Commercialize unique is its emphasis on the particular context of B2B professional services companies. There is much written about the recipe for launching new products, but a c...

Transforming a B2B services business model to a more profitable, productized company can have many points of failure - but the biggest and most underserved is the cultural transformation required. Building on the insights presented in her first book Productize, Eisha Armstrong and her team have written Fearless, drawing on their years of experience in helping B2B services companies grow at scale through product innovation, this time diving deep into the tactics for building a product-frien...

Set the bar for outstanding performanceA follow-up to the top-selling Perfect Phrases for Performance Reviews, this book provides managers with phrases and goals that describe expected future performance from their direct reports. A timesaving job aid for any performance review or plan, the book:Makes it easy for managers to set high performance goals for executives, management, or non-managers employeesIncludes many categories of g...

An effective, long-term strategy for maintaining corporate growth, profit and competitive edgeDepicting a progressive emergent framework for long-term growth, profitability, and success, Business Restructuring: An Action Template for Reducing Cost and Growing Profit employs an integrated approach incorporating several of the most popular methodologies and best-in-class practices into a single proven framework.Beginning with an overview of restructuring and what is ...

If you're a general manager or CFO, do you feel you're spending too much on IT or wishing you could get better returns from your IT investments? If so, it's time to examine what's behind this IT-as-cost mind-set.In The Real Business of IT, Richard Hunter and George Westerman reveal that the cost mind-set stems from IT leaders' inability to communicate about the business value they create-so CIOs get stuck discussing budgets rather than their contributions to the organization.

Get the business results you want by creating and executing a solid plan!One simple thing usually makes the difference between business success and failure: a well-laid plan. Whether you want to enact a long-term strategic initiative or set short-term revenue targets, Manager’s Guide to Business Planning provides the tools and techniques for developing a workable plan everyone will support. You’ll learn how to:Measure successPriorit...

If you’ve said any of the following, then this book is for you “We have hundreds of vendors — this will take forever!” “I have no idea who our vendors are or what they’re providing” “My current process is too manual & time-consuming” “Excel can no longer handle our needs" “We need executive summaries to share with management & auditors” “We need documentation on all our vendors and contracts” “We lack a systematic way of assessing vendor risk” “We don’t have a formal vendor review process”...

The Proven Approach to Prospecting for the Long Sales CycleIt's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business?If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guid...

The Right Phrase for Every Situation…Every TimeHiring the right person is crucial to business success. You need to know what to say to attract the best applicants, what to ask during the interview, and how to communicate your expectations and goals. Perfect Phrases for Perfect Hiring arms you with the right words for every stage of the hiring process-from early recruiting and reference checking, to final interviews and orientation. Using the book's hundred...

Handling projects and businesses are not easy, and you need the essential skills to move forward. This ebook will guide you through everything you need to know about project management, and how to be a good, effective project manager or PM. It compiles tons of tips from REAL PM around the world, sharing their experiences with you. Get this ebook, read and implement the steps to your project. You'll be surprised how everything will change fast!

Marketing Management concepts explained in a simplified wayTools that can help you navigate your role as a marketing managerHow to use marketing to manage customer relationshipsUnderstand the relationship between strategy and marketingMarketing Management Essentials You Always Wanted To Know prepares marketing managers and leaders by instilling in them the...