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Conference Presentation

Workout | Moving to an Outcome-Based Consulting Model

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Moving to an outcome-based consulting model presents new challenges for the PS team. Chief among them is the ability to effectively engage business and executive level buyers and frame discussions around the business outcomes the consulting engagement is designed to create.  In conjunction, how do the current consulting and delivery teams fit into the outcome-based consulting equation? Most companies have hired consultants to deliver, not to articulate business outcomes. As that role changes, how do companies adapt? What are the sales and service management implications?  Bo DiMuccio, TSIA VP Professional Services Research, join Kyle Andrews, Partner with Pretium Partners for this excellent session. Bo will share the latest TSIA research on this subject, while we work together to identify the challenges and requirements for successfully moving to an outcome-based consulting model.  Utilizing the popular workout session format, participants help define the discussion priorities and contribute to the problem solving. They should share their company’s practices along with what has worked and what hasn’t. The session’s findings will be summarized and provided to all who attend. Experienced and emerging PS providers will both benefit.  

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Publish Date: May 8, 2019

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