As a professional services organization, you have people that are working on projects, in teams. They have certain skillsets and areas of expertise. To create a successful, well-run business you need to match those skills and areas of expertise to the work you’re actually selling. By bringing these two together you work towards driving a perfect utilization scenario. Read on to see three major benefits of digital transformation in services.
To do this, you need to fully understand what is going on in the sales process, then marry that with what your team is actually capable of doing. As you see changes in the sales cycle occur, you need to ask how you can proactively relate that into education and training so that you stay on top of your customers’ needs. An example of this is when a customer requests a different service from you, or perhaps you see a demand in the market for a type of service you’ve never offered in the past.
Seeing these opportunities is what will ultimately help you shape and leverage your teams in the best way possible.
Know Your Numbers
Another important component is managing your services teams and looking at them in terms of utilization and profitability. What skills do your teams have? Are they doing the best job possible? And in terms of profitability, what did you do last month and the month before? What changed to cause an increase or decrease? How did you do last week? Knowing your numbers allows you to project as effectively as possible for the next week, the week after, next month, and even three months out.
Power of Information
The more information you have and the better you can bring together not only the sources that you currently have, but also other sources that may come from marketing, sales, and services teams, the better impact you are going to have. You’ll be able to ultimately utilize those teams in the most effective way possible going forward.
Check out this video on the topic:
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