Browsing: Creating Value

Apparently, I struck a nerve (in a positive way 😊) with my post last week where I asked how  you would measure Professional Services.  I ended with this provocative question: And here is the biggie – Are you asking your customers/stakeholders to measure you utilizing a similar list…

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We have long been preaching the Value mantra – ever since we called for the death of Strategic Sourcing (SS) many, many years ago.  This is also why we changed our Maturity Model and pushed SS down to Level 4 and added the Value Creating Level 5.  In…

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As we enter into commercial relationships with our trading partners, we tend to spend much more time working on the pre-nuptial agreement and less time on establishing the kind of relationship that will lead to a successful marriage. Prior to executing a contract, NO Value has been exchanged…

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Session One – We must redefine the role of contracting in light of worldwide changes and the business context we live in, but how and where do we start – with our ‘trading partners’ or ourselves (businesses)? As our world is changing (global reach, green, sustainability, immigration, etc.)…

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I came across an article in Crain’s Chicago Business entitled  “Why law firms are turning to non-lawyers for sales help”  where they talk about law firms hiring sales/marketing professionals to develop business.  In a profession where advertising was once banned, this is considered a radical move.  According to…

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