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How Do You Protect Value against Price Pressure?
Submitted by Site Admin on September 4, 2008 - 17:14.
A ServicesRevenue Business Case.
Andrew Chang, the most senior person on SenTel’s team, stressed that his company is in no position to pay the fees Ty Technologies proposed. He acknowledged the new service contract reflects an overall higher service level than before. The problem, he explained, had to do with the current economic climate.
Now, in the third meeting with SenTel, Hans Beyer’s mind is working hard and fast on what to do next.
Can You Grow Business When the Client Expects a Renewal Discount?
Submitted by Site Admin on September 4, 2008 - 17:13.
Greg Moore hints to Fran Butler that he’s expecting an overall cost reduction of 10 to 15% as their lunch is served. Fran is not surprised since her company’s contract is due to expire at the end of the following quarter.
As they leave the restaurant, she is not pleased when he tells her that he is being pressured by Bob Michaux, the president, to solicit competitive bids. Fran was hoping she’d get a chance to grow her business with Greg’s organization.
Can Professional Services Deliver 40% Margin in 1st Year?
Submitted by Site Admin on September 4, 2008 - 17:09.
A ServicesRevenue Business Case.
Leaving the CEO’s office following his regular one-on-one meeting, Jim Kemper wondered why he didn’t just resign on the spot! He presented what he thought was a good argument for why it is unrealistic for his boss to expect him to deliver 40% margin in year one. As he staggered back to his office, he replayed in his mind the entire meeting and the arguments he just presented. He was hoping he could catch errors he may have missed.
