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Comments for Service Visions

Framing Technology Professional Services

Last Build Date: Sun, 02 Aug 2015 07:15:51 +0000


Comment on Professional Services vs. Consulting Services by Dean Dennis

Sun, 02 Aug 2015 07:15:51 +0000

Interesting discussion. I am an exec in a global telecoms firm and I see this issue regularly. For instance, we sell products that are designed and delivered by Pro Serve resources which are billable. However, I have a GTM team that are made up of highly skilled and experienced resources that are non-billable. These guys provide consultancy that develops the 'need' in clients and then pulls through product sales wrapped in value added Pro Serve to provide, as an example, integration of the product into the customers legacy environment. Also I agree that consultancy is perceived as higher level than Pro Serve which indicated delivery.

Comment on Professional Services vs. Consulting Services by Thomas Lah

Wed, 08 Apr 2015 13:04:24 +0000

Thankyou Sam, good catch.

Comment on Professional Services vs. Consulting Services by Sam

Wed, 08 Apr 2015 12:36:02 +0000

The word you are looking for is "pique" not "peak". The former means "excite interest or curiosity." The latter refers to the top of a mountain.

Comment on Pricing Services: Changing the Game by Today's PSO Market: 3 Concerning Trends and 1 For Your Radar | Portfolio Perspectives

Thu, 06 Mar 2014 23:24:59 +0000

[…] more information on Value-Oriented Billing, I found this article Pricing Services: Changing the Game (external website) very […]

Comment on Reaction to B4B by Thomas Lah

Thu, 07 Nov 2013 19:12:34 +0000

John: My keynote is now available on Youtube: JB's can also be viewed:

Comment on Reaction to B4B by John Burchill (@burchij)

Tue, 05 Nov 2013 09:02:34 +0000

Yes please Thomas. I would like to see the key notes.

Comment on Calculating Utilization by Thomas Lah

Sun, 15 Sep 2013 11:42:42 +0000

Fisnik: You can analyze billable utilization of delivery staff to assess how efficient delivery resources are being managed. You can assess revenue per employee for the entire firm to assess the overall efficiency of the firm (balance of non-billable and billable resources). You can also look at the percentage of total revenues being allocated to COGS (cot to deliver projects) vs. non-billable categories such as G&A, Sales, and Service Operations. TSIA provides benchmarks on all of these metrics for technology professional service organizations.

Comment on Calculating Utilization by Stuart Brookes

Sat, 14 Sep 2013 22:01:02 +0000

Hi Thomas, thanks for the response. Understand and agree with the view point, however I actually KPI 'Realisation Rate' based on time, rather than finances. As my industry is predominantly 'fixed fee services' basis, I can then KPI my Consultants as they estimate the days in advance and then deliver the services. I have decided to target them on utilisation as well, albeit with a very stretching target of 80 - 85% as this will drive them to have a customer focus. I have allowed for 'external company funded training' to count towards utilisation, as it is a stretching target and a 5 day external training course can kill that 85% target. I appreciate the response.

Comment on Calculating Utilization by Fisnik Preniqi

Thu, 05 Sep 2013 23:05:22 +0000

I'm trying to evaluate the "efficiency" of a firm (a subsidiary corp) and the "utilization" rate has crossed my desk, so to speak. Do you exclude the non-professional staff, such as admin and finance? Where would you get a reliable benchmark/industry standard?

Comment on Calculating Utilization by Thomas Lah

Wed, 28 Aug 2013 16:48:24 +0000

Stewart: Billing Rate and Realized Rate are very hard for an individual consultant to control since they typically have no say in the final discounted price of an engagement. I would not use these two metrics to evaluate your delivery consultants. However, billable utilization is a fair target. As long as your product is actually selling, Your sales force and your customers will keep good consultants busy. Also, you want your consultants to be focused on staying engaged with customers. We benchmark what embedded PS organizations use in the variable compensation component of delivery consultants. Billable utilization and "productive" utilization often show up.