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Expert advisor for IT companies

I help product vendors and IT consulting firms build their government focused business across all functional areas.

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it starts with clear strategy...

Firms rely on a strategy built on Services, Skills, and Success for direction, efficiency, and growth.

Strategic Planning

Establishing a strategy centered on Services, Skills, and Success is paramount for an IT consulting firm as it serves as the business's compass. Services define what solutions the firm offers, Skills determine its ability to deliver them effectively, and Success metrics measure the achievement of objectives. This strategic framework provides clarity, aligns all activities with overarching goals, maximizes operational efficiency, and ensures that the firm remains on a growth trajectory by consistently meeting client needs and delivering value. It forms the cornerstone upon which all business decisions and actions are based.

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Tactical Planning

​Tactical planning focuses on translating the strategic goals into actionable plans and initiatives for the next one to three years. It bridges the gap between the high-level strategic direction and the day-to-day operations of the business.

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Intellectual property are your firm's assets created through original ideas, knowledge, expertise and firm data. Leveraging IP effectively results in higher margins, lower project risks and better overall competitive advantage. Your people gain access to this IP through connected technology, and use it when completing activities that are part of the overall functional process. There are five functions in an IT consulting firm:

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Marketing translates the strategy into targeted campaigns and messaging, ensuring that the firm's services and value proposition align with market demands. They generate leads and create brand awareness to support sales efforts.

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The sales team leverages the strategy to identify and engage potential clients, aligning services with client needs, and closing deals. They maintain relationships, ensuring client satisfaction and exploring upsell opportunities.

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The delivery team ensures the strategy's effective implementation by delivering services as promised, meeting quality standards, and adhering to timelines. They collaborate with clients and provide solutions that align with strategic objectives.

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Engineering teams work on developing and enhancing the firm's technical capabilities, aligning them with the strategy's focus. They innovate solutions and technologies to stay competitive and meet client requirements.

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Operations ensure the firm's internal processes and infrastructure support the strategy's execution. They manage resources, monitor performance, and make adjustments as needed to optimize efficiency and quality.

… and is aligned with functions 

Once the leadership team is clear on their strategy, each functional area needs to be aligned and specific initiatives identified and collaboratively undertaken in support of objectives.

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Capabilities, Assets, and Experience

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Marketing

Experience

  • VP Sales/Marketing, Vexcel: Virtual Earth product marketing

  • President, TechKnowHowe: Overall marketing responsibility

  • Principle SC, Oracle: Partner product enablement, website content development

  • Director BD, Oracle: Field marketing programs and enablement

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Capabilities and Assets

  • Federal Buyer Personas

  • Market Analysis and Planning

  • Marketing Content Development

  • Field Marketing Program

  • Branding Toolkit

  • Social Media Program

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Sales

Experience

  • Executive Program Manager, Microsoft: Services sales

  • VP Sales/Marketing, Vexcel: Sales leadership

  • President, TechKnowHowe: Sales leadership

  • Principle SC, Oracle: Technical product sales

  • Director BD, Oracle: Business development, sales enablement, sales consulting/coaching

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Capabilities and Assets

  • Sales Program

  • Account Management Program

  • Customer Discovery Methodology

  • Sales Enablement Program

  • Sales Content Development

  • Partner Sales Program

Delivery

Experience

  • Sr. Consultant, Accenture: Technical consulting

  • Sr. Consultant, Microsoft: Technical consulting

  • Sr. Project Manager, Microsoft: Project management

  • Executive Program Manager, Microsoft: Portfolio Management

  • President, TechKnowHowe: Delivery leadership

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Capabilities and Assets

  • Scoping Tool

  • Delivery Quality Assurance Program

  • Customer Success Program

  • Partner Delivery Program

  • CX Service Delivery Patterns

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Engineering

Experience

  • Writer, Network Computing Magazine: Test lab management

  • President, TechKnowHowe: Engineering leadership

  • Principle SC, Oracle: Demo lab and image management

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Capabilities and Assets

  • IP Development Framework

  • Evaluation Framework

  • Lab/Demo Management Program

  • Portfolio Management Program

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Operations

Experience

  • Executive Program Manager, Microsoft: Partner Development Program, Leadership Development Program, EM Strategies Class Developer

  • VP Sales/Marketing, Vexcel: Operations leadership

  • President, TechKnowHowe: Operations leadership

  • Director BD, Oracle: Tools enablement, business support

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Capabilities and Assets

  • Scorecard and Metrics Framework

  • Functional Playbooks

  • Career Model

  • Professional Development Program

  • Knowledge Management Solutions

  • CRM Solutions

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