Sebastian Hartmann

Stop Chasing Clients – Start Chasing Data​: Rethinking B2B Sales Analytics in Professional Services

Stop Chasing Clients – Start Chasing Data​: Rethinking B2B Sales Analytics in Professional Services

Some B2B sales questions which your firm should be able to answer right now:
– Clients, who buy “service (or product) A”​, also typically buy what?
– What is the next likely “challenge”​ or “issue”​ for any given client?
– What is the next likely offer (service / product) for any given client?
– Which patterns across the firm’s service or product portfolio are emerging?
– Which client or service segments show untapped potential?
– …
Unlocking effective B2B sales analytics is still a challenge for many knowledge-based firms, like lawfirms, consulting, marketing or even technology service providers. Find some guidance in this article written together with my colleague, Simone Göltl.

Can Old Dogs still learn New Tricks? Towards the Next Gen Playbook for Managing Professional Services

Can Old Dogs still learn New Tricks? Towards the Next Gen Playbook for Managing Professional Services

The inherited recipes for growth and profitability are eroding as the input-oriented models of traditionally fuzzy knowledge-based services are being replaced by throughput- or output-based compensation for much more client focused and increasingly digital solutions. Leaders and managers in charge of professional service firms need to adjust their management playbook in order to remain relevant in the next generation of professional services. But where to begin?