February 4, 2016

“Follow me homes” for Customer Context

Intuit uses ‘Follow me homes’ where the idea is to watch the customer and rely on behavioral data, not attitudes or words. Figuring out the broader […]
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 […]