White Papers

Special Reports

• Killer Services Field Guide – Your Roadmap to Professional Services Excellence
  – Jeanne Urich, Managing Director, Service Performance Insight



• Services Marketing Masters
  A Trio of Reports from 3 of the PS Industry's Most Well-Known Experts



• Metrics Masters
  A Trio of Reports from 3 of the PS Industry's Most Well-Known Experts



• Tips from the Trenches: The Collective Wisdom of Over 100 Professional Services Leaders
  – Written by more than 100 contributing PS Industry Experts



• 2008 PS Benchmark Report: The New Professional Services Maturity Model – A Roadmap to Achieving Professional Services Excellence
  – Adexta, SPI Research, Sponsored By QuickArrow

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Strategy & Planning

• Killer Service Transformation
  – Jeanne Urich & Dave Hofferberth, Service Performance Insight; and Michael Kanazawa, Dissero Partners



• Maintenance Revenue Protection 2.0: The Urgent Threat and What Software Vendors Can Do About It
  – Chris Dowse & Ben Galison, Neochange



• Maximizing Your Services Business in a Down Economy
  – Randy Mysliviec, President, RTM Consulting, LLC



• Seven Strategies for Consultant's Communication
  – Christine Lambden & Casey Conner, Consulting Stance



• A Practical Guide to Surviving the Recession
  – John Ragsdale



• The One Piece of Advice You Need to Get the Fees You Deserve
  – RainToday.com



• Implementing Practical Metrics for Breakthrough Professional and Consulting Services Results
  – Randy Mysliviec, President, RTM Consulting, LLC



• Hot PS Tips for the SMB - 5 Moves You Can Use
  – Randy Mysliviec, President, RTM Consulting, LLC



• The Professional Services Hourglass - The Changing PS Model
  – Thomas E. Lah, Executive Director, TPSA



• Managing the Resource Pool for Just-in-Time Resourcing
  – Randy Mysliviec, President, RTM Consulting, LLC



• Managing the Demand Forecast for Just-in-Time Resourcing
  – Randy Mysliviec, President, RTM Consulting, LLC



• Killer Pricing – Based on the New PS Maturity Model Benchmark
  – Jeanne Urich and David Hofferberth, SPI Research



• Geographic Diversity and Fragmented Teams - The New Professional Services Paradigm
  – Jeffrey M. Kaplan, Managing Director of THINKstrategies



• Recruiting, Developing, and Retaining Solution Architects – The Lifeblood of Technology Professional Services
  – Thomas E. Lah, Executive Director, TPSA



• Five Steps to Effective Resource Management
  – QuickArrow White Paper



• Earned Value Management - Not Just for Monster Projects
  – Kevin Bury, President & CEO, QuickArrow



• Professional Services Playoff: Five Critical Dimensions of Leadership and a Playbook For Applying Them
  – Jeanne Urich, Managing Director, Service Performance Insight



• Killer Human Capital Alignment
  – Jeanne Urich, Managing Director, Service Performance Insight



• Five Steps to Predictable, Profitable Services
  – QuickArrow White Paper

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Operations & Analytics

• Breaking the Cycle of Revenue Generating Reruns – Activating Service Professionals to Support Opportunity Identification
  – David Ryan, Managing Partner, Gray Matters Group



• Top 5 Reasons to Centralize Resource Management
  – Randy Mysliviec, CEO, RTM Consulting, LLC



• Service Compass: Charting the Course to Professional Service Excellence
  – Jeanne Urich & Dave Hofferberth, Service Performance Insight



• Project Life Cycle Gaps
  – Thomas E. Lah, Executive Director, TPSA



• Fractions Are Your Friends – When It Comes To Resource Management, No Improvement Is Too Small
  – Kevin Bury, President & CEO, QuickArrow



• Driving Global Alignment in a PS Organization
  – Thomas E. Lah, TPSA Executive Director



• The New Services Maturity Model – A Roadmap For Achieving Services Excellence
  – Jeanne Urich, Managing Director, Service Performance Insight



• Killer KPI's for Professional Services
  – Jeanne Urich, Managing Director, Service Performance Insight



• How the SaaS Movement is Transforming Professional Services
  – Jeffrey M. Kaplan, Managing Director of THINKstrategies



• 3 Things You Must Know In Order To Achieve Effective User Adoption With SaaS
  – Chris Dowse, Founder & CEO, Neochange



• Five Steps to the Annual PS Forecast
  – Thomas E. Lah, TPSA Executive Director

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Services Marketing & Relationship Management

• Truth and Lies in Professional Service Marketing
  – Mike Schultz, John Doerr, Robert Croston – Wellesley Hills Group



• Killer Services Marketing - Five Easy Steps to "Go To Market"
  – Jeanne Urich, Managing Director, Service Performance Insight



• The Relationship is the Customer
  – Charles H. Green



• This is Not the IT Consulting Business Any More – The Age of Marketing
  – Alan Weiss, Ph.D.

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Open Archives

• The Professional Services Charter – Beyond Financial Targets
  – Thomas E. Lah, Executive Director, TPSA



• The Professional Services Business Model – Fighting the 40/20 Myth
  – Thomas E. Lah, Executive Director, TPSA



• The Art of Setting Financial Objectives
  – Thomas E. Lah, Executive Director, TPSA



• The Positioning Pentagon
  – Thomas E. Lah, Executive Director, TPSA



• The Pricing Pentagon
  – Thomas E. Lah, Executive Director, TPSA



• Services Engineering
  – Thomas E. Lah, Executive Director, TPSA



• Assessing Services Visibility – An Organizational Checklist
  – Kevin Bury, President & CEO, QuickArrow



• Calculating ROI for PSA
  – QuickArrow White Paper



• Evaluating and Selecting a Complete PSA Solution for Billable Services Organizations
  – QuickArrow White Paper



• The Services Marketing Mix
  – Kathy Macchi, Thomas E. Lah



• The Evolution of Resource Management – Remaining Competitive In An Integrated World
  – QuickArrow White Paper



• The Economic Impact of Superior Customer Experiences
  – by Stephen R. Satterwhite, President, Entelligence LLC



• Metrics That Matter – Measuring the Professional Services Business
  – Thomas E. Lah, TPSA Executive Director

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