Architects and engineers commonly complain about how their profession has become increasingly commoditized, but
do little to try to reverse the trend. In this workshop for the SC Engineering Conference, we explored the likely reasons for the devaluing of your services and what steps you can take to fight back.
Down to earth advice to avoid crashing your scale-up. This presentation was given by Toon Vanagt on the Tech Startup Day in Brussels on 18/02/2016. Cautionary tale to not scale-up before your startup has reached true product/market fit.
How to deconstruct your agency's business model to better understand the value you deliver to clients and better position for firm to work for the types of clients you really want.
Summary highlights from the book "Positioning for Professionals: How Professional Firms Can Differentiate Their Way to Success" by Tim Williams of Ignition Consulting Group.
The "Genesis: Idea Stage" ebook explains the phase where the journey starts for every startup: the idea stage. This eBook is the first part of the "Startup Master Class" series covering the idea, problem/solution fit, product/market fit and scaling stages.
Down to earth advice to avoid crashing your scale-up. This presentation was given by Toon Vanagt on the Tech Startup Day in Brussels on 18/02/2016. Cautionary tale to not scale-up before your startup has reached true product/market fit.
How to deconstruct your agency's business model to better understand the value you deliver to clients and better position for firm to work for the types of clients you really want.
Summary highlights from the book "Positioning for Professionals: How Professional Firms Can Differentiate Their Way to Success" by Tim Williams of Ignition Consulting Group.
The "Genesis: Idea Stage" ebook explains the phase where the journey starts for every startup: the idea stage. This eBook is the first part of the "Startup Master Class" series covering the idea, problem/solution fit, product/market fit and scaling stages.
How to create a customer centric landing page and get more leadsConversion Fanatics
Lead-generation doesn't have to be a tedious, hit-or-miss process. One of the most effective ways to generate high quality leads for your business is to have a highly targeted, well-optimized, customer-centric landing page.
Why is this book so important? One of the biggest lessons I have learned within the startup landscape is that even though pricing, together with the business model, remains by far the lever that most impacts revenue, the subject is a sensitive one.
Pricing is a strong — but often underused — tool available to capture a share of value created for customers
Pricing is one of the biggest challenges that startup face. The book is a practical toolkit that positively influences the pricing strategies of startups. It reveals insights in the different pricing methods and tactics used by successful companies.
How does a 50% increase in qualified leads sound? There's a battle between quantity and quality in lead generation and we know the 1 thing that can fix it.
Tim Williams on how North American agencies are transforming their approach t...The_IPA
Ignition Consulting Group Founder Tim Williams reveals how some North American agencies are transforming their approach to compensation using fixed, variable and dynamic price models. This presentation was shown at the IPA's Performance Adaptathon in London on 8th July 2014. Find out more at www.ipa.co.uk/adapt/performance and get involved in the conversation on Twitter #ipadapt.
Startup Advisor Lunch & Learn: Impact WashingtonJessy Arter
These are the slides from the November 2022 Lunch & Learn with presenter Nick Wilkes from Impact Washington.
Learn what you need to know from the beginning of your business to avoid the pitfalls that increase manufacturing costs.
Subscribe to our YouTube channel to be notified when the presentation recording becomes available: https://www.youtube.com/@sp3nw120
Tenant Focus: Winning Efficiency Projects in the Commercial SpaceZondits
A presentation and training on winning efficiency programs in the commercial tenant space. This training was part of NYSERDA's Commercial Tenant Outreach program.
How to create a customer centric landing page and get more leadsConversion Fanatics
Lead-generation doesn't have to be a tedious, hit-or-miss process. One of the most effective ways to generate high quality leads for your business is to have a highly targeted, well-optimized, customer-centric landing page.
Why is this book so important? One of the biggest lessons I have learned within the startup landscape is that even though pricing, together with the business model, remains by far the lever that most impacts revenue, the subject is a sensitive one.
Pricing is a strong — but often underused — tool available to capture a share of value created for customers
Pricing is one of the biggest challenges that startup face. The book is a practical toolkit that positively influences the pricing strategies of startups. It reveals insights in the different pricing methods and tactics used by successful companies.
How does a 50% increase in qualified leads sound? There's a battle between quantity and quality in lead generation and we know the 1 thing that can fix it.
Tim Williams on how North American agencies are transforming their approach t...The_IPA
Ignition Consulting Group Founder Tim Williams reveals how some North American agencies are transforming their approach to compensation using fixed, variable and dynamic price models. This presentation was shown at the IPA's Performance Adaptathon in London on 8th July 2014. Find out more at www.ipa.co.uk/adapt/performance and get involved in the conversation on Twitter #ipadapt.
Startup Advisor Lunch & Learn: Impact WashingtonJessy Arter
These are the slides from the November 2022 Lunch & Learn with presenter Nick Wilkes from Impact Washington.
Learn what you need to know from the beginning of your business to avoid the pitfalls that increase manufacturing costs.
Subscribe to our YouTube channel to be notified when the presentation recording becomes available: https://www.youtube.com/@sp3nw120
Tenant Focus: Winning Efficiency Projects in the Commercial SpaceZondits
A presentation and training on winning efficiency programs in the commercial tenant space. This training was part of NYSERDA's Commercial Tenant Outreach program.
Future of Tracking: Transforming how we do it not what we doKantar
The slides from ‘Digital Transformation of Tracking’ webinar presented on BrightTalk on 28th February 2017. In this webinar Mark Chamberlain and Alex Taylor discuss how changes in consumer behaviour, increased business pressures and new technologies have created both opportunity and disruption across all industries. Like every other industry, research is in the midst of its own transformation affecting not what we do but how we do things.
Contact Center is a Gold Mine for Customer Experience Improvement Company-wideClearAction
Customer comments in the contact center are underutilized gold mines for guiding your whole company in improving and differentiating customer experience for stronger business results.
See https://ClearAction.com/
Business Model Innovation for Management ConsultantsAsen Gyczew
Business Model Innovation for Management Consultants
A practical guide on how to change & innovate the business
Course summary
What is the aim of this course?
Consulting firms are hired very often to help to change the Business Model. Those projects are difficult as you have to generate innovation and convince the firm to change. There is no one recipe for how to innovate. However, there are some proven techniques, frameworks, approaches that will help you find a way to innovate the Business Model. In this course, I will teach you how to pick the right Business Model Innovation technique during consulting projects.
In the course you will learn the following things:
1. What frameworks, tools techniques you can use to Innovate your Business Model
2. How others have implemented the Innovation
3. How to estimate the potential impact of the Business Model Innovation in Excel
For more check the following course:
https://bit.ly/BusinessInnovationsMC
The Future of 3PLs: Forging Strategic Partnerships with CPGsNulogy
As a forward-thinking 3PL, you're aware of the consumer-driven impacts of retail supply chain and the trickle-down effect on CPG's and their suppliers. Industry consolidation has driven you to think more strategically and foray into providing value-added services for your customers.
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...Aggregage
"Customer Success” has become extremely popular in the last several years but has turned into one of those terms so varied in interpretation that it has lost meaning. Even the role of the chief customer officer - or top Customer Success executive - differs endlessly across organizations large and small. In this session, Jeb Dasteel, the former long-time chief customer officer of Oracle, will candidly discuss his views, successes, and even failures in implementing Customer Success programs in a Fortune 100 organization.
Expand Your Service Offerings with New Applications of Your Marketing Platformcamillemarti
In this slideshare, you'll see how a MindFire customer, Think Patented, is using marketing automation technology to extend their services beyond typical marketing campaigns. You'll learn how Think Patented:
1. Uses a flexible marketing platform to broaden the scope of their services outside of multi-channel marketing campaigns.
2. Created an automated Recruitment Portal to pre-qualify third-party vendors for their facilities maintenance management client.
3. Organized their client's trade show communication including pre and post event multi-channel campaigns, automated appointment setting, and prospect data analysis.
Proposal For Analyzing Organizational Process Bottlenecks PowerPoint Presenta...SlideTeam
If your company needs to submit a Proposal For Analyzing Organizational Process Bottlenecks Powerpoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/3f4aquA
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
8. COMBATING COMMODITIZATION
Cost Cutting Strategies
Streamline project
delivery practices
Control growth of
your overhead
Outsource select
services and functions
Hire more
paraprofessionals
Use hoteling to reduce
office space needs
Offer more standardized
design products
Design your business for
low-cost service delivery
13. COMBATING COMMODITIZATION
Missing the Strategic Driver
PROJECT: Combine two
small existing WWTPs
into one
CRITICAL QUESTION:
“Why are they doing this?”
CRITICAL MISTAKE:
“We can do this project!”
1. Meet strategic needs
14. COMBATING COMMODITIZATION
Communicating Value?
Lowdown Infrastructure Improvements. Earnest
Engineering has recently completed phase III of the
infrastructure improvement program commissioned by the
Town of Lowdown. During the past 5 years, three separate
CDBG grants totaling over $1.5 million were utilized to design
and construct water, sanitary sewer, and storm sewer lines to
improve utility services for existing and new customers in the
Town. Included in the projects are over 16,000 LF of 1”, 4”, 6”,
and 8” diameter water mains, over 2,000 LF of gravity sewer,
and over 6,000 LF of storm sewer including, all service
connections and miscellaneous appurtenances.
Design services utilized during these projects included a
WaterCad model of the distribution system that was used to
determine the most effective replacement schedule of
existing water lines to reduce water loss and improve
distribution pressures. Since completion of these water line
connections, the Town has observed a reduction in water loss
in the distribution system from approximately 100% to 19%.
Our project
descriptions
typically
describe what
we did…
…not what we
accomplished.
1. Meet strategic needs
16. COMBATING COMMODITIZATION
Commitment
Questions
Adapted from: Rackham, SPIN Selling (1988)
Course of
Action
Questions
Consequence
Questions
Concern
Questions
Context
Questions
Needs
Assessment
Problem
Definition
Solution
Development
The Question Progression
1. Meet strategic needs
17. COMBATING COMMODITIZATION
Course of Action
Consequences
Concerns
Context
Commitment
Initial
Value
Gap
True
Value
Gap
SOLUTION THAT
CLOSES THE GAP
QUESTION PROGRESSION
Adapted from RAIN Selling, RainToday.com (2009)
Question Progression in Action
1. Meet strategic needs
20. COMBATING COMMODITIZATION
2. Focus on a few markets
Are You an Outsider or Insider?
Client
Your
Firm
Client’s
Industry
Client
Your
Firm
Client’s
Industry
Market knowledge adds
greater value to your expertise
21. COMBATING COMMODITIZATION
Becoming an Industry Insider
Research your
clients’ business
Talk to them about
strategic needs
Get involved in
trade associations
Share your expertise
in writing/speaking
Develop helpful
industry resources
Build relationships
with other providers
Don’t confuse BD
with industry focus
Hire people out of
target industries
23. COMBATING COMMODITIZATION
Marketing
Indirect Encounter
Examples: Publishing,
speaking, press releases,
direct mail, website
Goal: Gain the client’s
interest
Sales
Direct Encounter
Examples: Networking,
sales calls, presentations,
proposals, negotiations
Goal: Gain the client’s
commitment
Business Development
Marketing vs. Sales
24. COMBATING COMMODITIZATION
Seminars and
other in-person
events
Conference
presentations Webinars
Articles in
3rd party
publications
Search engine
optimization
PR pitches to
journalists
Sources: RainToday.com, The Bloom Group, MarketingProfs, Junta42, BlissPR, AMCF
Best Marketing Tactics
Email
newsletter
Articles posted
on your website
25. COMBATING COMMODITIZATION
Why Content Is King
A portable and readily
sharable expression
of your expertise
Keeps you in front
of prospective clients
until the need arises
Extends your reach by
providing advice accessible
at client’s convenience
Builds your
reputation as a
content expert
Reinforces your
sales efforts
Strengthens your
relationships with
existing clients
26. COMBATING COMMODITIZATION
How to Build Your Content Library
Identify your target audiences
Stay abreast of what matters most
to your clients
Create your storage and filing
system
Develop a plan for sharing content
Track content-sharing touchpoints
on your calendar
Always think about who might find
content item helpful
29. COMBATING COMMODITIZATION
TRUE OR FALSE? “The AEC industry
is fragmented, inefficient, and
adversarial because each team is
responsible for its own silo of
work and attempts to maximize
their individual profit in the areas
of their own expertise.”
3. Bundle and rebrand services
Source: Ghassemi & Becerik-Gerber, “Transitioning to IPD,” Lean Construction Journal (2011)
30. COMBATING COMMODITIZATION
Building an Integrated Solution
High-Value
Integrated
Solution
Strategic
Outcomes
Technical
Outcomes
Personal
Outcomes
Strategic
Needs
Technical
Needs
Personal
Needs
3. Bundle and rebrand services
31. COMBATING COMMODITIZATION
Collaboration as Strategy?
3. Bundle and rebrand services
Construction OperationDesignPlanning
• Change orders = 4-8% of construction costs
• Coordination errors = 50% of change orders
• Average of 5 coordination errors per contract drawing
Source: Bill Nigro, Redicheck
32. COMBATING COMMODITIZATION
Bundling / Rebranding Success
3. Bundle and rebrand services
• Bundled technical, legal, real estate,
insurance expertise
• Deliver guaranteed fixed-price
remediation, liability transfer
• $571 million environmental liabilities
$2.5 billion current asset value
• $4.5 billion planned development value
• 100+ sites
Exit Strategy®
34. COMBATING COMMODITIZATION
Closing the Value Gap
Sources: Kennedy & Greenberg, Clientship (1998); The BTI Consulting Group
What Clients
Say They Value
What Consultants Say
Their Clients Value
4. Create great client experiences
35. COMBATING COMMODITIZATION
1 2
Source: Accenture, Experiencing the Brand; Branding the Experience (2005)
What Leading Companies Do
4. Create great client experiences
38. COMBATING COMMODITIZATION
Creating a Relationship Building Process
Identify common traits
among your best clients
Determine steps taken
to build relationship
Develop a process for
relationship building
Pilot the process with
top sales opportunities
Goal: Move beyond individual
competency to a reproducible
winning methodology
4. Master relationship building
39. COMBATING COMMODITIZATION
Availability: No entrenched incumbent?
Interest: Interested in relationships?
Accessibility: Access to decision makers?
Potential: Promising business benefits?
Values: Consistent with your firm’s values?
Chemistry: Good people to work with?
YES
Engage
Relationship
NO
Pursue
Transaction
NO No Go
Screening for Relationships
5. Master relationship building
40. COMBATING COMMODITIZATION
Meet strategic
needs
Focus on a few
markets
Bundle and rebrand
services
Delivering exceptional
client experiences
Master relationship
building
Differentiating Your Firm From the Rest
41. COMBATING COMMODITIZATION
For more information: Contact me
for links to articles exploring these
strategies in more depth:
mel@bizedge.biz
Don’t worry, I won’t be contacting
you further unless you ask me to!