February 19, 2016

Profitability Metric for a Consulting Firm

In analyzing profitability of any business, two factors matter: the margin and velocity (or volume). In simple terms R = M x V (R is return, […]
February 18, 2016

Services Goliaths’ struggles with building Salesforce practices

Salesforce has become the poster child of sorts for modern enterprise software. This article is about the larger System Integrators (SIs) building Salesforce practices. Over the […]
February 3, 2016

Clients, IP and People – Pillars of the Consulting Firm

I think of Clients, Firm’s Intellectual Property and People as the three key assets of the consulting firm that its leaders need to manage to. How […]
February 2, 2016

Revenue Mix for a Consulting Firm

When you’re leading a Professional Services firm, pay attention to the mix of revenues from the mix of your services: Pass Through Services vs Direct Services vs […]
February 1, 2016

The consultant’s challenge with ‘as a service’ software world

“As a service software” platforms such as Salesforce demand a different type of consulting team – business architects proficient in mapping business processes to software capabilities […]