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Captain’s log, stardate 28732
Time cards are a necessary, yet often begrudgingly completed task for consultants after long workdays or busy weeks. They play a crucial role in driving billing cycles and the ability to justify time spend. For smaller projects, where consultants operate without the constant involvement of a project manager, time cards also help in tracking scope,…
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Has Freud’s iceberg come full circle?
The iceberg metaphor is one of business’s greatest hits, a classic analogy used to remind us that what we see is rarely what we get. Across psychology, systems thinking, and now Generative AI (GenAI), it perfectly illustrates that valuable outcomes—the visible 10% tip—are utterly dependent on a vast, invisible foundation—the 90% mass below the waterline….
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5 steps to make PS great (again)
After 30 years in the industry, I remain baffled by how many companies still struggle with defining the right role for PS in their GTM strategy. I summarised my experience into a simple five-step programme to make your PS great (again).
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Thou shalt not use AI
The Newest “Boogeyman” Clause in Professional Services Contracts has arrived … and it is about … surprise … GenAI.
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The ARR trap and the zero-sum fallacy
On planet Saas, Annual Recurring Revenue (ARR) is typically treated as the ultimate metric. It’s the north star for investors, the fuel for growth, and the measure of a company’s health. But when your VCs are breathing down your neck, maximising ARR can become a dangerous trap.
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Stop calling Professional Services an “Insurance Policy”
Imagine a customer embarking on a journey. Do they want an “insurance policy” and fixer in case they crash, or do they want a Seasoned Guide and a High-Performance Engine to ensure they reach their destination swiftly and successfully?
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When your PS team is not billing …
“When your consultants are not billing!” Scary title, no? But only for the professional services leaders, who see non-billable time as a problem to be solved, and bench time as something that has to be minimised at all cost. In my experience, that way of thinking is a mistake and a fundamentally flawed way of…
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Utilisation, to bill or not to bill, should not be a question!
Utilisation is far from yet another dry business metric; it’s the heartbeat of any professional services organisation. But if you’re not careful, it can become a fluffy, meaningless number that tells you nothing about the health of your business. Many people fall into the trap of broadening the definition to include non billable ‘customer-facing’ activities.…
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Alternative PS Attach Rate Metrics
My post on PS attach rate triggered quite a series of LinkedIn messages and emails. One of the reasons it did is because – apart from suggesting context is required to interpret the PS attach rate metric – I did not suggest actual solutions or alternatives. My bad. So here we go, my musing on…
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About the tool and the method
A (solution) implementation methodology developed by PS offers significant value to the rest of an enterprise software company by providing a standardised, repeatable, and proven framework for deploying software. This framework serves as a central source of knowledge and best practices, benefiting marketing, sales and customer success, product management, engineering and support, partner management, and…
kJube covers professional services and customers success in enterprise software startups.